7 {{ upvoteCount | shortNum }}
7 {{ upvoteCount | shortNum }}

Answer for this objection

by TheCG
5 replies
Spoke with a local insurance agent today while making calls. She raised a question that I gave the best "by the seat of my pants" answer that I could but I thought I would bring it here for other ideas in the future.

Most independent agents have options with web presence that are provided by the products they sell. Progressive, state farm, etc. all give the agent the option of using their websites instead of one of their own. IN most cases, these "solutions" are costly on a monthly basis.

I can see where this would apply to chain restaurants and other businesses as well.

So what are some of the advantages and benefits you would present to the potential client in this scenario?
#answer #objection
  • Profile picture of the author Jason Kanigan
    You mean for their own independent website?

    1. Why would you only want one source of leads? Yes it's the internet...but why would you only want one way to find you on the web?

    2. You can't brand a corporate site the way you want. You can do whatever you want on your own site (though I believe some companies don't allow their reps to have independent sites).

    3. You don't own the corporate virtual real estate. Change companies, you lose the web presence, ranking etc. Have your own, you create your own following that moves with you regardless of who's products you're offering at the moment.

    4. Leadgen methods are limited to what corporate does. With your own site you can run whatever leadgen means you want.
    Signature
    >> How To Grow Your Online Business [FREE Training Video, No Opt-In, from 12+ Year Vet]

    >> For Agency Founders: The Fast Shortcut To Selling SEO, Leadgen, Webdesign & Other Services
    {{ DiscussionBoard.errors[8078105].message }}
  • Profile picture of the author Rus Sells
    If you take the time to build your own brand and should at some point decide not to represent for example "State Farm" it will have much less of a negative impact on your business because you're brand will be well known.
    Signature
    {{ DiscussionBoard.errors[8078338].message }}
    • Profile picture of the author DougPage
      Wow. Read what Jason said. He covered all the points that I thought of and said it really well.

      Whenever I approach someone in this type of situation, I always like to say that the corporate site is just that - selling the corporate products. The agents site is selling the agent. Depending on the type of agent and what type of business(es) they represent, they are able to list all their services in one place enhancing their personal value. Whereas if they represent more that one company and are only listed on the corporate site, they will not have the same high value with their clients and prospects. This is more manufactures agents vs. insurance but same type of situation.
      {{ DiscussionBoard.errors[8078897].message }}
  • Profile picture of the author Aaron Doud
    Jason summed it up well. Just be aware they have rules normally about what they can do that isn't directly branded and controlled by the main company.

    I have a few friends that sell insurance and there isn't much I can do to help them besides sales advice.
    Signature
    Aaron Doud - Sales & Success
    {{ DiscussionBoard.errors[8079290].message }}
  • Profile picture of the author Bhekizwe
    Yes, Jason summed it up well. Customisation and long term safety should changes occur are big motivators to buy in
    {{ DiscussionBoard.errors[8081010].message }}

Trending Topics