“All things being equal, people want to buy from those they like.”
This paraphrase from speaker and author Bob Burg says a lot about how to get insurance clients. Independent agents emphasize the relationship piece of the client acquisition equation, and rightly so. It’s the key differentiator for the industry and the best way to stand out from the constant marketing of the large captives.
But how and to where do you broadcast your agency’s value? There are some key elements to making your name known and making it stick. (more…)
It’s never been fair for Generation X. Grouped between one of the largest generational groups (Baby Boomers) and another that remains tantalizingly interesting to marketers (Generation Y, aka Millennials), Gen X is the forgotten middle child.
If you’ve been in the business for a while, you’ve seen communication methods evolve. From in-person meetings to phone calls to email, the methods for staying in touch with customers have changed throughout the years. The most recent evolution is texting – a technique used for insurance customer retention and prospecting alike.
Yet, with all new technology, challenges go hand-in-hand with benefits.
Texting Problem #1: Capturing the Conversation
Texting transmits information quickly and can get business done fast, but these interactions are difficult to capture. Many agencies struggle to save such valuable conversations in their management system as a permanent record.
Similar to email, customers text outside of business hours, meaning most conversations are on a personal cell phone or tablet. In these instances, the agent needs to remember to screenshot their exchange, email it to themselves, and attach the screenshots to their management system the next day. This is a cumbersome process, giving agency owners serious concerns about E&O exposures.
Though third-party solutions are available, even these are limited. Some require to text using email – an equally cumbersome process. Suffice to say too often precious customer data is lost during a text exchange.
Gain best practices for capturing communication in your agency management system here
Texting Problem #2: Opting Out
Many agencies have adopted highly effective mass texting to prospects and clients. Though these methods yield great results, there is concern around allowing recipients to opt-out of receiving messages.
Similar to emails, if the recipient no longer wants to be sent content, the agency must offer and track opt-outs. Most email systems are set for opt-outs but with texting it is not so easy. And, once appropriate language is created, it can be challenging to remember to include the required opt-out language at the end of each text. Such barriers can cause an agency to forgo texting altogether.
Find out how to ramp up your agency messaging in our Improving Agency Communications eGuide
The Partner XE Texting Solution
At SIS, we know these texting issues well. That’s why, with input from our partner agencies, we’ve put together the best solutions in our Partner XE agency management system.
With Partner XE, users can text right from the system, saving each conversation automatically. Texts can be sent manually at any time, or marketing texts can be scheduled to be sent to a list of recipients in the future. Plus, we automatically add opt-out reminders, making it easy for the recipient to reply “STOP” to stop receiving text messages moving forward.
Get best practices on texting in ACT’s best practices guide for independent agencies
In fact, Partner XE will automatically check the opt-out box for clients and prospects when they opt-out of messages. Then, if a marketing text is scheduled, Partner XE will skip over them and not send the message to that user.
There are a lot of agencies in the market that would like to leverage texting but are held back with these issues. Or, they just don’t feel comfortable using such new technology. We can help. Get in touch with us today at email@example.com or 800.747.7005, Option 6 to learn more.
When you think of “this generation” what comes to mind? Smartphones? Social media? Start-ups and freelancing?
What about insurance agency marketing?
If you’re not thinking about how to market to “this generation” – Generation Z – it’s time to start. These more than 72 million people born between 1995 and 2010 are coming of age soon, making them an important group to put on your agency’s marketing radar.
Find out about marketing to other generations in our post on marketing to Millennials and Baby Boomers
Insurance prospecting can seem like mysterious business. Insurance is something everyone needs, so why aren’t your phones ringing off the hook? You may be using ineffective tools or searching for prospects in the wrong places. Whatever the case, your agency would like to attract more business.
Check out these top posts on insurance prospecting to help you tackle your biggest hurdles.
Six Key Blogs for Insurance Prospecting
- How Do Insurance Agents Get Clients? You May Be Surprised
A great starting place for those who feel stuck when it comes to finding new business. Provides a step by step guide to gaining new prospects in almost any situation.
- 4 Principles to Gain Insurance Prospects
More helpful tips on gaining prospects, but with a focus on the bigger picture. This post looks at how you can shape your overall agency messaging and practices to attract the right clients to your agency.
- Are You Prospecting Right? 5 Questions to Ask
Once you’ve gained leads, the next step is converting them to clients. Do you have a process in place for tracking, follow-up, and other cultivation? Ask your self these five questions to see if your agency is primed for lead conversion.
- Becoming A Winning Sales Team
One of our most popular posts, breaking down a winning sales methodology. Written by one of our resident sales experts, this post covers everything from the tools you need to the markets you should tap.
- 4 Steps to Better Insurance Customer Relationships
Growing business isn’t just about gaining customers; it’s about keeping them. Our Client Service Manager outlines how to keep these important relationships growing year after year.
- Top Agency Reports to Gauge Sales Success
A final factor in sales success is measuring it. Find out how to measure your growth and identify areas for further improvement.
More Tips from Real Agencies
Most of our prospecting insights come right from our Partner XE agencies. In fact, every Partner XE update is inspired by what we hear from agencies in our informal conversations and regular agency workgroup meetings. It’s this practical input that makes our Partner Platform so successful.
You can get tips right from these agency owners – check out their stories on our client stories page. And, to find out more about our integrated client and agency management Partner Platform, contact us at firstname.lastname@example.org.
As with all industries, the world of insurance marketing strategies is evolving constantly – and it can be difficult to keep pace. How are you to know what’s worth your time and what’s a passing phase? This second post in our series on Marketing Stats You Need to Know will give you answers around two marketing strategies: social media and video.