Telesales: Fishing Strategy

In the highly competitive world of insurance telesales, the art of selling isn’t just about pushing the highest-premium policy upfront. It’s about earning trust, opening conversations, and gradually guiding prospects toward long-term value.

Why It Works

• Lower resistance: Easy entry point means fewer rejections

• Higher engagement: Customers are more likely to answer follow-up calls

• Greater lifetime value: Trust leads to bigger, long-term policies

• Smart cross-sell opportunities: Build from accident → health → life

Step 1: Start with the “Easy Yes”

Offer a low-premium insurance plan that solves a real pain point.Think:

• Daily premium accident plans

• Micro health policies

• No-cash-upfront hospitalization coverage

These products are inexpensive, easy to understand, and require minimal decision-making. They help bypass the skepticism many customers have when approached by a telesales call.

Step 2: Focus on Relationship, Not Revenue (Yet)

Closing the small sale is just the beginning. Now comes the critical part — delivering great service, staying in touch, and positioning yourself as a trusted advisor. Once the customer sees value and feels supported, their openness to a broader conversation increases significantly.

Step 3: Reel in the Big Fish

Once trust is built, it’s time to introduce more comprehensive, high-value plans:

• Critical illness coverage

• Life insurance

• Family protection bundles

• Hospital income or OPD/IPP upgrades

The initial cheap product acts as the door-opener. It reduces resistance and gives you space to understand the customer’s real needs — which often go far beyond that first policy.