The other side of that role is making sure that
the business your prospects perceive is one they actually want to work with. Which often presents a problem for insurance agents. The phrases “insurance agent or insurance broker” imply that canada cell phone database you just sell insurance and insurance is something nobody wants. Business owners would prefer to avoid problems than get coverage for them.
Which is why you do a lot more than sell insurance. The goal is to make sure your prospects see you as a provider of B2B services and not an insurance vendor.
The Classic Pitch
Insurance marketing and sales tactics are heavily dependent on perception too. Insurance’s main selling point is the protection it gives a business. Your sales pitch involves telling the client about potential risks and how much damage those risks could cause. That’s followed by an explanation of all the ways insurance and risk management can solve those problems. You help clients to perceive a problem and then you offer to solve it.
The Problem
The problem with that pitch is the “problem” in the pitch. If you have to explain to the prospect what their risks are, then you are offering to solve a problem they never knew they had. It is a valuable service but it can be a difficult one for business owners to get on board with. You’re already working against a natural resistance to insurance and now you’re telling a business about more problems.
A lot of business owners will react in
the same way as the older folks who refuse to visit the doctor. They don’t want to go because they go in feeling fine and then he tells them they’re sick. Most businesses feel fine and they still want to feel fine after you leave. If you offer really effective B2B services, you make them feel better than fine.
B2B Services
Business is all about growth. It’s bout finding that extra 1% that makes a great company even better. The most successful B2B services are the ones that find that edge. Not many insurance agents talk about it in terms of growth or efficiency but that’s exactly what you offer. Risk management and insurance are B2B services because they can make a business better.