By purchasing insurance through you, your clients gain the valuable ability to call and speak to a knowledgeable person when they have questions or concerns about their policy. If you get to know your clients as individuals, you can show them the benefits of having an agent over an 800 number, and in turn you’ll help your business grow.
Consumers are becoming used to impersonal business relationships, as more and more tasks can be completed through automated systems on the phone and over the web. The companies they deal with don’t often get the chance to have a conversation with them. You, on the other hand, have an opportunity to get to know your clients on a personal level. When you establish yourself as an agent that cares about their individual needs, you will build a level of trust in your business relationship.
You do not need to be intrusive to begin learning about your clients. Just by collecting information needed to set up their policy you’ll likely learn if they’re married and whether they have children. You may learn about the type of work they do and if they own a home. Keep this knowledge in mind, as it can help you anticipate a client’s future needs.
Keeping track of clients
You can set yourself apart as an agent by remembering the details that make up your client’s life. Keeping track of information is not difficult. You can use various software programs or keep written details in a secure filing system. Programs like Intuit QuickBase, FileMaker Pro, and Salesforce allow you to design a database to your exact specifications. You can also use calendar reminder programs to let you know when to send birthday or other greetings to clients. This type of service provides the personal touch that establishes you as someone who is more than just a salesperson.
Meeting client’s needs
Once you have your information base, make the knowledge work for you. For example, a family with a home and auto policy has a child about to turn 16. You have gotten to know them well enough to know that the child is eager to start driving. Go ahead and contact them with two or three different quotes for the car insurance they will need.
This provides more than just a quote for your client. You are one step ahead, you have saved your client the time they would have spent tracking down quotes. Apply your knowledge in all of the areas where your clients may have insurance needs. If a son or daughter will be moving out, suggest a renter’s insurance policy. You do not need to use high-pressure sales tactics, you are simply ready with information your client will find valuable.
Growing your business
Getting to know and remember your clients will yield rewards. Your business will grow as you build long-term relationships. As children become adults, they will be likely to turn to you for their insurance needs. Satisfied clients will refer you to family and friends. All you need is to take a little time to treat each client as a unique individual.