Hitting the bricks to find clients comes with the territory for insurance agents but sometimes agents are so hot to find NEW clients, they overlook the clients already sitting in their own book. When you're always looking to add, sometimes it can lead to a loss and adding new clients can cost a lot more than keeping your current clients happy and coming back for more.
So what are the best ways to make sure you're doing the most you can do for the clients already in your book of business? We've got them for you right here...
TALK TO THEM, NOT AT THEM
By knowing exactly how to relate to your clients, you're going to make a MUCH stronger impact than if you're simply explaining things to them like they're strangers. Knowing the right key points to touch on with your clients pays off big time. If you're having a difficult conversation about life insurance, talk to them how you'd like to be spoken to when it comes to the potential loss of a loved one.
GIVE THEM MORE THAN WHAT THEY BARGAINED FOR
If you have a client who comes to you simply for auto insurance, give them everything they need to know about purchasing a policy with you, but BE SURE to let them know what other products you can help them with as well! If a client begins to trust you and likes the way you do business, you're bound to be able to cross-sell additional products to them.
ASK FOR FEEDBACK AND REFERRALS
Most agents don't like to ask these questions because they can feel awkward and on-the-spot, but the point is, the input you can get from your clients about you and your business is imperative to keeping them happy. It can also make a world of difference in growing your book. If you know that what you're doing is making clients happy, it'll be easier to ask them to refer you to others.
DON'T LET RENEWAL TIME BE THE ONLY TIME THEY HEAR FROM YOU
Yes, scheduling annual policy reviews is an absolute must for retaining clients, but if you want to make sure you're going to retain them, you've got to give them a little bit of the ol' razzle dazzle during the year. Placing phone calls on client birthdays, sending hand-written holiday cards and hosting customer appreciation events are just a few ways to let clients know you're happy they're with you all year long, not just when it's time to renew.
LET THEM GET TO KNOW YOU
Being active virtually on social media and in real life are two very different, and very important things you need to do to engage with clients and keep them in your book. Being genuine on your business social media pages is a must because clients want to know that they're dealing with a real person, not a digitized robot salesperson. Let them see who you are, what your passion is and what you get out of helping your clients.
The goal here, as always, is to give your clients what they need in terms of an insurance policy, but giving them the extras will keep them in your book of business for years to come. Try some of these tips and we're sure they'll help you reach that goal.