Lead Objections and How To Deal With Them

As an agent, you know how it goes. You shell out money for a list of leads guaranteed to bring you ROI, and then you get nothing crickets in return. Sadly, it's just a risk that comes with the business. BUT, have you considered WHY so many of your leads aren't responding? It's nature to first blame the list itself, or the vendor you bought it from. A better strategy would be to take a look at what you could be doing differently.

There's never a guarantee that a lead is going to come through after you've purchased it. You never know exactly what you'll get but there are some ways to look at those leads that could help you get the responses you're looking for instead of so many unanswered texts, emails and phone calls.

OBJECTIONS ARE PART OF THE JOB

You should be prepared for objections going in. That's just the name of the game in sales .When you're selling insurance, you can make heads and tails of the objections and just chalk it up to the objection not needing your product. Lots of time, actually, you'll get more objections from people who end up eventually becoming customers.

However, if you feel like you're having a LOT of the same conversations that aren't ending well, there could be some things to look at in your delivery or your pitch. Check these out.

TOO MUCH INFORMATION

If you're making initial contact and you're pushing too hard but talking prices and details that someone hasn't even agreed to speak to you about, you're going too fast. Someone has to agree to sit down and talk before you can really start selling them. Give them time to decide they want to meet you in the first place. Highlight one or two specific details that appeal MOST to that specific lead instead of overwhelming them with all the details at once.

FINDING THE RIGHT VALUE BALANCE FOR THAT LEAD

If, at the end of your meeting, the lead says they're going to consider what you've spoken about, you might have a shot. There's a chance you've given them too much information to process OR not enough. The general consensus is to give the lead 3 main value points. On the other hand, if your client turns you down right away, you may not have come on strongly enough. Add a couple more highlights to your product and ask for their feedback to help you continue the conversation.

YOU'RE MISSING THEIR MARK

The best meetings start with the agent asking questions so they know precisely what they lead is in need of. Make sure you've asked them the right questions so you can offer the best product for them. Knowing what they're shopping for is going to help you know what to offer them.

SO NOW WHAT?

Ok, you got turned down. The absolute worst thing you can do is get emotional or argumentative about it because this lead could potentially still become a customer some day and will almost immediately lead to an abrupt end to the meeting.

Instead, think of their objection as an opportunity to show the lead that you can walk away gracefully and offer them your continued services should they ever change their mind. Be prepared for the NO as part of your sales pitch and choose your words wisely. Stay positive, helpful and upbeat.