Effective Conversation Starters with Strangers
As a Life Insurance Corporation of India (LIC) Agent, it is important for you to reach out to new and unknown customers and build a strong relationship with them. But it can also be a challenging task, especially when you meet people you have never met before.
In this article on Jeevan Bima Bazaar, we will discuss in detail how LIC Agents should start a conversation with unknown customers, how to conduct the survey process effectively and what to keep in mind during the same.
Preparing to Meet a New Client
Understanding the Client's Mindset:
When you meet a New Client for the first time, it is very important to understand their perspective. Often, when people meet an LIC agent, they fear being pressured into buying a policy. This initial hesitation may prevent them from engaging in a conversation. Your primary goal should be to establish a trusting and helpful relationship rather than just selling a product.
Importance of Preparation:
Before setting out for a survey, thorough preparation is a must. The more prepared you are, the more confident you will feel. Make sure you have all the necessary documents, identity cards, brochures, and up-to-date product information. This preparation will enable you to answer the client's questions accurately and efficiently.
Start the Survey with an Effective Conversation
Creating an Effective Introduction:
When meeting a new client for an LIC survey, the first few lines of your introduction are crucial. They set the tone for the rest of the conversation. Here's an example of a strong introduction:
"Hello Sir, My name is [your name], and I represent LIC from [your branch]. LIC recently celebrated its 68th anniversary, and as part of this milestone, we are conducting a special survey to provide important updates and suggestions to our valued clients."
This introduction highlights LIC's reputation and your credibility, making the client feel connected.
Explain the Benefits to the Client:
After your introduction, explain why this survey is important to them. For example, you could say:
"The purpose of this survey is to inform you about the latest updates and changes within LIC, helping you understand the options available to you. If you already have a LIC Policy, this will provide an opportunity to evaluate if any updates or changes are necessary to your current policies."
Making the survey valuable and informative will make customers feel like they are getting something beneficial, not just being sold a product.
Earning the Client's Trust
Establishing Credibility:
Clients may be hesitant to connect with someone they don't know, especially when it comes to financial matters. Before taking the survey, try to address their concerns and demonstrate that you are an authorized LIC Advisor.
Always carry your IRDA license, LIC ID card, and a personal identification card. When introducing yourself, offer to show these documents to prove your legitimacy and make the client feel comfortable. You can say:
"I am an authorized Advisor of Life Insurance Corporation of India and am conducting this survey in this area. If you want, I can show you my official documents so that you can be assured of my credibility."
Taking this small step builds a bridge of trust between you and your client.
Patience is key:
Be patient during the conversation. Remember, your goal is not to sell a product immediately, but to provide useful information. Listen carefully to their questions and concerns and answer them accurately. Your patience will show that you genuinely care about helping them.
Adopt a Supportive Tone in Your Conversation:
The tone of your voice affects not just your words but also the image the client has of you. A positive and supportive tone will help the client feel comfortable. For example, before starting the survey, you can say:
"I am here to assist you and make sure that any information I provide will be helpful for your existing policies or as you consider purchasing a LIC policy in the future. Please do not hesitate to ask any questions during this process."
Handle Objections Positively:
Sometimes clients may express objections or concerns about their policies. Handle these objections with respect. For example, if a client tells you he already has an LIC policy and is not interested in a new one, you can respond like this:
"I fully respect your existing policy, and my purpose today is not to sell you a new policy. I am simply here to make sure your existing policy is meeting your needs and to let you know about some recent changes that may be of benefit to you."
Starting the Survey
Once you have established the connection, it is time to start the survey. If the client is willing to participate, you can easily enter into the survey process. If they seem reluctant, give them your business card and say:
"It was nice to meet you. Please keep my card with you and contact me anytime you need any assistance in the future."
Your success depends not only on how many people you meet, but also on how well you are able to handle both positive and negative interactions.
Conclusion and Next Steps:
As a LIC trainer, I would recommend that your initial approach should leave a lasting impression on the client, so that they feel comfortable during your interactions. Remember, you will get both positive and negative feedback. To be successful, it is essential that you do not let negative interactions affect your attitude or outlook.
If the customer is willing to participate in the survey, you should proceed with the LIC survey form and start asking relevant questions. In the next article, we will discuss how to fill the survey form effectively while engaging the customer in a meaningful conversation. Please click on the “Next” button below to read the next article.
Know in Detail in the Video
To know more about the information given in this article, watch the video given below carefully till the end. If you have any questions in this regard, then write your questions in the comment box of the video.
