Webinar selling

Well let's get this out of the way; the best was to sign people up, especially if you're new, is to go see 'em. However, that's not always possible and not everyone's going to want to meet with you nor should you have to with everyone.

If you have a single prospect displaying very high interest and they qualify I really don't see the need to hop in your car.

I use Webinars for most of my online selling. There's a slew of companies offering webinar services but I use Vyew because it's free and has all the features I need. Most other services charge around $50 a month.

Why webinars?

• It has a "wow" or "cool" factor to it. Most people have never seen a webinar and they are indeed pretty cool - people will be impressed

• It's more engaging for people to look at something rather then just listen to some boring agent spout off about plans and rates

• You control the presentation - you know you're both looking at the same thing. This isn't the case when you take them to your quote page and you're talking about Copay Select while they're looking at Plan 100.
  

• Don't have to fumble with what to day. A lot of newer agents struggle with what they should be talking about. You need to talk about your services, the plan and the rate. With webinars all the info's right in front of you and all you have to do is highlight key points in the brochure

• The brochures are fantastic sales tools but without webinars they're difficult to go over. You might be on page 2 and you're client's probably looking at page 5. This allows you to go over the brochure and even highlight key benefits.
  

• Rates are last - and rates should be last. You cannot sell any plan without building value. Most presentations are backwards - agents show rates first and go over the plan benefits last. This leads to "selling by rate" instead of "selling by value." With my webinars I go over my services first, then the company, then the plan THEN then rates.
  

• You can click to share your desktop - basically it's like your client is standing behind you looking at your screen. You can pull up quoting software and they can watch as you do the online app.
  

Downsides

View uses Adobe Flash - which almost everyone has. But if you have a client running Windows on an old 386 it's gonna be a problem. If you're computer or internet connection is slow it'll be tedious to go from one page to the next and your client will get frustrated.

But again, Vyew is free - http://vyew.com - sign up and have at it.