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How to Make the Most of Your Commercial Lead Sales Appointment

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    • May 26, 2020, 9:23 p.m.


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    You just got some great news – a possible new client has decided to schedule a meeting with you to discuss their needs and how you can help. It doesn’t matter if this meeting is conducted over the phone, through a video chat, or in person, getting it right is key to convert this lead to a real, paying customer.


    You can’t let your nerves get the best of you. You have to rock this meeting to ensure that you land the client. Here are some tips to help you with this.


    Preparation is Key

    Before your scheduled meeting, take some time to organize your thoughts. You may also want to take notes about some points you would like to touch on. By doing this, you will find that your meeting will run much more smoothly.


    Check the Details – Again

    Never arrive late. Be sure to check and recheck where and when the meeting is taking place. If you are meeting face-to-face and have to travel somewhere, be sure you know how to get there. It may even be a good idea to scope out the meeting location before the meeting time.


    It’s also a good idea to send out an email reminder that confirms the appointment with your client. You can even use a phone for this reminder. Remember, though, make the most of any point of contact. This means telling them how much you are looking forward to speaking with them (or something similar). Make sure you also address how you can find one another if you are meeting for the first time.


    Dress for Success

    Your appearance matters. What you wear can set the entire tone for your meeting. Consider how you want to be perceived and then find the clothing that is right for this. Remember, what you wear can even impact your paycheck, so choose carefully. Also, by professionally presenting yourself, your potential client will be more likely to take your seriously and view you as an expert in the industry.


    Have Your Materials Ready

    Any sales meeting can fluster even a seasoned insurance salesperson. If this happens, though, your client may be worried about your organizational skills. Be sure to have everything ready to go before the meeting begins. This will show your potential client that you take the meeting seriously and want to help them with their insurance needs.


    Practice Your Pitch

    While it may seem obvious, you need to know what to say and practice this a few times before your meeting. Be sure you have a general idea of what the client is working for, too. With this knowledge, you can mention other services you can help them with, also.

    If you want to ace an upcoming client meeting, be sure to keep the tips and information here in mind. This is going to help to set you up for success and to get the sale. 

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