Agent Sales: Pitching the Long Game


Twitter and texts. Email and Facebook. LinkedIn and Instant Messenger. In the Age of the iPhone, the expectation of being “always connected” has become the new norm. Constant access to a number of forms of communication, both professionally and personally, makes it nearly impossible to separate our work lives from our home lives.

Like most professions, insurance sales has adopted these same expectations of being “always on,” and so have their clients. Thus, the old time sales pitch – a carefully rehearsed presentation presented one time, in person, in a conference room – has gone by the wayside. Instead, sales reps now must consider pitching an ongoing, everyday task.

Building the relationship is one of the primary benefits of the long pitch. With social media and all the opportunities to touch base, the long pitch approach gives you a several opportunities to make the right impression. In a world where Internet anonymity gives way to poor behavior, manners and authenticity can go a long way with potential clients.

The long pitch also provides opportunities for you to naturally give examples of how you’ve solved problems. If you’ve recently helped another client whose situation is similar to the potential client you are trying to reach, talking about that experience instantly and casually turns a conversation into a soft sales tactic.

Another great thing about the long pitch is that it is forgiving of mistakes. If you’re stumped with a difficult question or make a mistake during a traditional sales presentation, you may not be able to recover. But with email and ongoing correspondence, you aren’t put on the spot. Take advantage by allowing yourself time to research and provide the best possible response that makes you look like a superstar.

Finally, the long pitch gives you the chance to listen to your potential client. Rather than delivering a one-size-fits-all pitch, getting to know your potential client allows you to customize your message and create a unique proposition that is tailored to that clients’ business and needs.

The long pitch may seem like a drawn-out slog at times, but if you focus on these benefits and integrate pitching into your daily routine, you may actually save time. More importantly, the long pitch can be a great tool to close the deal with some important new clients.

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Carrie Charity Murphy is a freelance writer for Insured Solutions and Improv comedienne based in Louisville, Kentucky. She lives with her husband Ben and their two dogs, Sprocket and Ms. Brisby.


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