What To Do When Prospects “Don’t Have The Time”

3 Options That Beat The Socks Off Hanging Up Empty Handed

“I really don’t have the time right now!”

How often have your prospects blurted this out? You try to quote a lead, but the conversation ends abruptly, and you’re left with nothing but a dial-tone.

You’ve invested the time – whether it’s working up a quick proposal or following up by phone – but time is the one thing many prospects don’t have.

So how come some agents never hang up empty handed?

1. One-click quoting.

The trick to getting your proposal into your client’s hands is to keep it simple. That means these words can NEVER come out of your mouth:

“Ok, looks like I have all the information I need. I’ll call you back before the end of the day with a proposal.”

Unless they’re really bored and lonely, few of your prospects want to have a bunch of unproductive conversations with you. Your proposal better be in their hands before you hang up the first time.

Solution: When you buy leads from companies like ProspectZone that integrate with online quoting technologies, you can eliminate the ‘I need to get your information’ call. Your lead information is automatically stored, so all you have to do to pull up a multi-carrier quote is point and click.

You can have your quote ready before you dial, or you can create a full proposal while you’re talking to your lead. Email it out and you can either have the prospect look over it with you on the spot or they can hang onto it for later.

Now try replying to “I don’t have enough time” with:

“If you have just one minute to spare right now, I’ll email you a proposal with 3 plans I think are a good fit. Look them over whenever you have a minute.”

2. Automatic follow up.

Some busy prospects only have time to tell you they “don’t have the time” before they hang up. You don’t get to quote them and you have to move on to the next lead.

Solution: When you use an autoresponder program like LeadMiner, each lead is sent an email and your health insurance quote the instant they submit their request online.

Now it doesn’t matter if a prospect is too busy to talk to you. With autoresponders they’ll have your quote in front of them next time they check their email.

3. Put it all online.

Often a sale will stall when it’s up to the prospect to fill out the application. Mailing means it takes days between your last conversation and when your lead gets the app.

Solution: Don’t let the paperwork tie them up. When your prospect has access to everything online, applying is as easy as possible.

A quote engine lets you send applications with your proposal that can be downloaded and printed. Some carriers even have e-applications that can be completed and submitted entirely online.

Now you can offer to send the app and walk your busy prospect through the entire process on the same phone call. They appreciate the convenience. And you don’t have to sit around waiting for them to fill it out and send it in.

Don’t Give Prospects The Opportunity To Put You Off

Don’t let a prospect’s busy schedule determine whether you make the sale or not. If you deliver proposals quickly and make applying effortless, you’ll be a more successful agent.

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