Cross-selling is not about making the sale today… instead it’s about working progressively to secure more and better business tomorrow - more referrals, more cross-sells and greater client loyalty.

So make every call a ‘long-term cross-selling call’.

Phone calls usually focus on the administration of a policy – but with so few people going on to cross-sell in an organised way, your team may be missing golden opportunities for picking up policies that are very naturally related to one another.

…And even if now’s not a good time and you don’t actually manage to have a conversation about potential cross sales, you can still set up the sales pitch for next time, by saying something like:

“I completely understand that now’s not a good time, but I wanted to say that next time we speak I’d love to have a chat about how you’d benefit from one particular policy that we’re looking at for you. Plus there could also potentially be savings to be had if you decided to use us to supply all your insurance needs. Speak soon…”

See this cross-selling guide.

This content on this page was last reviewed in September 2024