About two years ago I received a call from a potential customer asking for a price quote for auto insurance. He wanted me to give it to him right over the phone. He said he was calling around and had about five quotes and was looking to buy the cheapest he could get.
We’re generally not looking for customers such as these since they’ll probably be shopping again in six months. While I was getting the quote form, I asked the prospect a few questions about the car and its usage. I then asked him what he did for a living. Sometimes this can tell you about usage too.
He said he worked for a gourmet chocolate company. I said,” that’s amazing, I had no idea you folks had the cheapest chocolate in town”. He replied, “We’re not the cheapest”. I asked “then why would anybody but it?” He answered “Because we are the best in town”. I told him, “We’re the best insurance agency in town, too.” He then said, “Okay, I see what you mean. I’ll see you Monday morning.” And he did. –submitted by Jim Slavish
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