- Prospects who already have this policy
These people have already bought the coverage from a competitor but there's a clear opportunity if you can convince them that they'd be better off having all their policies under one roof.
The key to making this cross-sale is collecting their expiry date, asking the question, good follow-up and selling the benefits of your service. Research suggests that many customers will agree to making the switch if the case you make is good, and if you ask them (nicely and appropriately) enough times.
- Prospects who need but do not already have this policy
These people don’t currently have the type of coverage you’re trying to sell them.
The key with them is product awareness, education, creating a need, identifying interest, and then selling.
These aren’t complete opposites, but they do require different approaches and sales tactics.
If you’re currently treating all cross-sale prospects the same, take a few moments to think about how each one requires a different approach and how you can best address this.