With the insurance industry being so highly competitive, insurance agents are trying everything, often using a lot of the same methods, in order to win over new customers. This means that agencies need to continually stay on top of their marketing game by applying effective and more innovative insurance sales marketing techniques to win over customers. Fortunately, there are some tried and true ways to accomplish this in a professional manner that won’t cost an arm and a leg.
The importance of selling yourself
Those looking to purchase insurance often find the process to be a very emotional and personally taxing experience. After all, purchasing the wrong product, or inefficient amounts can be disastrous. As the person who is selling insurance, you need to understand that your customers are looking to purchase the best products and services, but they’re also looking for an agent they feel comfortable working with, and one they can trust.
This is where your personality, along with your picture on the website or in marketing materials, comes into play. It’s an added value that customers and prospects can identify with you. By getting customers to make that special connection to you, they’re much more likely to want to do business with you.
Making good use of a newsletter
Having a newsletter, either an email version or a printed hard copy, can help you to share important industry information, tips and advice with your customers. This process of sharing information with prospects and customers that they can apply to real-life situations helps you to build credibility with your audience, and credibility leads to customers wanting to do business with you as you’re being perceived as one who is very knowledgeable about insurance products.
Taking the time to do customer check-ups
Make a habit of at least once or twice a year sending a direct mail postcard or letter to your customers. This simple task keeps you in your clients’ minds while showing your interest and concern in their current status. You can suggest they come in to review their insurance policies, and also remind them to inform you if their situation has changed so you can both work together to make any necessary changes in coverage.
This is an indirect form of insurance sales marketing because, while you’re not trying to sell them on a specific insurance product or service, you are showing thoughtfulness, which may lead to a sale if the customer has a need for a new or changed policy, or they may give you a referral leading to new business.