Unfamiliar development for many insurance salesmen，Is a difficult task。How to find the "right" customers from the vast crowd? How to build trust? How to get him to buy his own insurance? How to maintain a good relationship with him? Too many questions and difficulties，From the realization of the deal，The levels of unfamiliar development are so scary!
in fact，The difficulties of unfamiliar development，Nothing more than two aspects：
Unfamiliar development difficulties：Mentality
Salesmen have too much prejudice against strangers，Think the other party will ignore it、Look down on yourself，But many times，It's my own demon。Because of human intuition，Will habitually refuse foreign strange things，But many times，People just need a buffer time to understand a new service or product。
Unfamiliar development skills
second，Is using the wrong method，For example, when meeting a customer for the first time，Introduce how good your own products are，It ignores that the trust between customers has not been established，It's hard to convince him to pay。
in fact，Just make good use of the following 5 methods，Can break through the above two obstacles，Make unfamiliar development easier：
One、Looking for "complementary partners"
Unfamiliar development，Do you often encounter the dilemma that you dare not take the first step? Arrived at the door of the store，Standing at the door for a long time，But dare not to make up your mind to start a visit? At this time your partner will be the best help。
Find someone who can work with you professionally and character、Complementary partners，For example, you have professional insurance knowledge，But not good at talking to strangers，And your partner is extroverted and not afraid of life，But expertise needs to be strengthened，Two people acting together，Take care of each other、Truncate，Make unfamiliar development smoother。
two、Arrange a warm-up meeting "from strange to familiar"
The biggest challenge of unfamiliar development，The customer does not know you at all!
The customer does not know anything about you，Unlikely to want to pay the bill with you。therefore，When visiting a new customer for the first time，Don't talk about goods，But introduce yourself first，Debut gracefully，Let customers know your identity and service unit，Reduce the other's sense of wariness and distrust。
In addition，Customers who have developed will not remember you right away，After the first contact with the customer，Arrange 2~3 return visits every week as much as possible，Let customers remember your name、Company and service，Long time，Customers will have a certain degree of familiarity with you。From completely unfamiliar to familiar，This process is very important，It is a warm-up prelude to build trust with customers in the future。
three、Trust is built on service and professionalism
It is not easy to build trust with new customers，But it’s the biggest factor in the transaction。The average salesperson will spend 20% of his energy to build trust，80%It is used to propose a proposal contract，But this is the wrong eighty-two rule。Because of insufficient trust，No matter how good the product you propose，Customers may not buy from you。
The correct eighty-two rule，Is to build trust with 80% energy，20%Used to propose a proposal contract。Then，How to take care of the connotation of 80%，How about building trust with new customers? Trust usually comes from：Service and professionalism。
When contacting new customers，You can cut in from the perspective of your own "past customer service experience"，Let them understand how you treat your customers，How to help customers solve problems。During the conversation，The other party will gradually feel your care and professionalism towards customers，Which in turn creates a sense of trust。
four、Create customer demand for goods
Hundreds of insurance products，How to find customers in need? An excellent business，In addition to giving goods according to customer needs，Can create more demand that customers did not expect。
for example，Before the smartphone came out，People can only make calls to traditional mobile phones、Get used to basic functions such as text messaging，Think this is what a mobile phone should look like。Until after the smartphone appeared，I found out that the phone can still access the Internet、Take pictures、edit image，Subvert the world's perception of mobile phones。The success of the smart phone is to create people's hidden demand for it。
When communicating with customers，You can try to cut towards these two angles
■ What needs can this product meet your needs?
■ What good is it for you?
When you communicate with customers from an empathetic standpoint，Can respond to customers' hidden needs and expectations at the right frequency，And create opportunities for transactions。
Fives、Make good use of third-party claims case evidence
When selling goods，If you blindly say how good the product is，It will give people a kind of "Pharaoh sells melons，The feeling of self-sale and boast，But if it can be corroborated with actual cases or data，It will be more powerful in sales。
E.g，When introducing A policy to customers，Give cases where other customers actually settle claims，Give information or document proof，Customers will feel more，Lead them to think："If the same happens to me，How many claims can I get? "、"I bought this policy，I don’t need to worry..."，When the customer feels that the value of the product can meet his needs，It's easier to pay further。
The above are 5 ways of unfamiliar development，Find a partner to fight together，The first step bravely，Rehearse from actual operation、Learn，You can also find the golden rule that is unfamiliar to you。
Highlights Summary
1、Looking for "complementary partners"：Find a partner who can complement you with knowledge, skills and personality。
2、Arrange a warm-up meeting "from strange to familiar"：Important steps to build trust in the future。
3、Trust is built on service and professionalism：Share more service experience，Let customers feel your intentions。
4、Create customer demand for goods：Find out the hidden needs and expectations of customers。
5、Make good use of third-party claims case evidence：Cite actual claims cases，Let customers feel more empathetic
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