3 Steps to Staying in Touch with Clients

3 Steps to Staying in Touch with Clients

It isn’t easy to get through to insurance buyers. They know they need insurance and they know they don’t want to spend a lot of money. So selling cheap is always an option, but not the best one because someone will always be cheaper. The key is forming relationships.

A client will frequently choose to go with his gut. This means that he’ll purchase from the agent he trusts and likes more than the other. Forming these relationships and being liked by clients takes some effort because it requires multiple touch points, but it’s worth it in the long run. Here are some ways to get in touch with clients more often than at renewal time.

1.Take an Interest
If a client mentions an upcoming vacation in passing, take note and mark it down in your calendar. As the date comes closer, give him a call to wish him a good trip and see if he has any vacation insurance needs.

2. Provide Information
If you run across an article or a book you think would interest your client, forward it along with a friendly greeting.

3. Provide Value
Make sure you understand your client’s needs and understand your products so that you know how the two match up. You’ll gain trust if you only discuss products that apply to your client rather than tossing your entire product portfolio at them.

It’s important to create a balance between reaching out often enough and reaching out too often. This is tricky because different clients have different needs and you’ll have to determine that balance for yourself. However, if you make sure that each contact is meaningful, your clients will almost always be happy to hear from you.

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