Many would say that the insurance industry is all about worst-case scenarios (and not always in a good way either). However, sometimes it’s when you’re driven into a corner that your best qualities surface. For both insurance marketers and their potential clients, this truth can apply (and simultaneously no less).
In insurance marketing and lead generation, the ideal is always to get in touch at the right time. Therefore, it seems counter-intuitive to pursue communication with a prospect that was touched when they’re about to hit all-time low.
Financial crisis. Major workplace accidents. Mass layoffs. Accidentally calling somebody on the verge of them is a worst-case scenario for yourself as well. Your instincts kick into flight gear and then make a silent promise to yourself to never get in touch again.
Normally, that’s what you would do and normally, you’d do it a lot.
What if you found an exception though? What if a crisis is in fact a challenge for your prospect and you can help them face it head-on?
Remember, there’s a reason people can choose between fight or flight when responding to threats. Yet more often, it’s often flight in the case of seemingly poor timing. You don’t have to make it the default option. Instead of automatically giving up on a prospect, try qualifying them this way:
In the face of a massive loss, not everyone just throws in the towel. There are those who may have reserved something deep inside that gets them pushing harder against the challenge. People like that though don’t always have to be alone. Offering yourself to assist creates an opportunity for you and gives a lot more hope for them.
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