Following up is a crucial component of closing a sale for insurance agents. Agents who think that their job is done after one phone call or an email find out soon enough that they were sorely mistaken. Potential clients are looking for more than a "one and done" from an agent when it comes to making important decisions that will affect their families and their most valued assets. Following up guarantees that your relationship with the prospect will continue.
The proper follow-up strategy prevents clients from considering other options and jumping ship. It also keeps you in their lives so that you're there to help them through changes. This means that if your client needs more and/or a different type of coverage, you're there to help. Make each relationship with your client an honest one and your agency will thrive. Neglect your relationships with clients, and you'll find you lose them more often than not.
While following up should be a process that's never overlooked in your agency, you don’t want to over do it until your relationship with the client warrants it. Not sure where the line falls between the prospect relationship and the client relationship? Below are a few techniques for you to put your best follow-up foot forward when dealing with quality leads.
Nothing looks worse to a prospective client than an agent who cancels appointments or shows up late when a meeting is scheduled. Be sure to keep your appointments and be on time when meeting with a client. An agent who stays on top of their business at every level from lead conversation to renewals is an agent who is fostering the right kind of relationship with their customers. Showing clients that their business is always on your mind and that you've got it under control at every level, will keep them coming back year after year.
SEND A QUOTE
It might seem too informal, but there's no harm in sending a quote to your prospect via email or text. A good quote doesn't lie. Being straightforward with your client about what they'll get from you and why the quote you're providing them with is appreciated by all clients. Be sure you're being mindful of what the lead can pay and make sure you're giving them as much as they ask for in terms of coverage. Getting the ball rolling and creating and maintaining interest from the client in your product will lead to more meaningful conversations and eventually, a deal.
Don't Be Afraid to DOUBLE TAP
The double-tap approach is a technique where the agent calls the lead two times in a row if the agent isn't able to get in touch with the lead during the first attempt. We're all guilty of not answering our phones when a number we don't recognize appears on the screen. The first time you call, the lead will probably do the same as you and I. Here's the trick: don't leave a message after your first call. When you call for the second time immediately after that, the client will realize it's someone who is really trying to get in touch, not just a spam call.
Even if getting a quote to a new lead isn't urgent, you want the least to know that their business is extremely important to you. Be sure to act quickly so that the client doesn't think you've forgotten about them. Most clients will be surprised at the personal attention they're receiving and also at the rate at which you work. Both will be very much appreciated by the prospect. This way you've shown the client that they matter and that you do good work, quickly.
While each of these three techniques above will prove to be useful in transitioning a lead to a customer, the absolute most important rule for an agent to remember is to stay persistent and not give up after the first, second and maybe even the third NO. Remember, if you remove yourself from the client's mind, you have no shot at winning the business, which is why your follow-up processes will always prove to be so important.