Insurance Selling Strategies for a Successful Agent
Buying insurance can be one of the most expensive investments one can make. On top of groceries, gas, and rent, a prospect may feel that purchasing security is irrelevant. If the person does not feel like they are in imminent danger, then they may even decide to live without insurance. How, then, can an insurance agent convince someone to get any insurance? Here are some insurance selling strategies for you to effectively increase your sales and meet your goals.
In this blog
Insurance Sales Strategies #1: Make yourself and your services visible
In 2020, the Insurance Information Institute reported that there were about 2.9 million people working in the insurance industry in the US. It is a competitive industry, which makes it hard to stand out. To increase sales, you need to make yourself more visible and more present in your field of expertise. Make sure to follow these insurance selling strategies and truly outshine your competitors.
Get featured on your carrier’s website
Your carrier’s website often gets a lot of traction and visitors. Make use of the platform by getting featured on the website. There are many ways of featuring on your carrier’s website. Lots of carriers choose agents that have excellent customer service while some carriers focus on agents with different lines of insurance.
Make use of social media
Social media is a fundamental tool for making a sizable number of sales. According to Statista, the number of Facebook users in the U.S. was around 219 million in 2019. Social media platforms allow you to make paid advertisements on their platforms, which you absolutely should use.
Your social media also allows you to connect with your friends and family. People who already know you are more likely to purchase insurance from you. Additionally, your presence on these sites acts as an online footprint for Google and ranks higher on search engines. Social media is one of the most important insurance selling strategies in 2021.
Ask for referrals
When you satisfy your old clients with your services and insurance policies, they are more likely to refer you to their friends and family. Direct referrals are one of the most important and reliable insurance selling strategies for insurance agents. Remember, insurance is an investment to most people, and they are more likely to buy from people they either know or who were referred by someone they know.
Insurance Selling Strategies #2: Offer exceptionally excellent customer service
Good customer service should be your number one priority if you work with clients daily. A customer looks at two things before making a purchase — value and customer service. By going out of your way to make the insurance purchase easy for your clients, you are earning brownie points for future sales as well. Send your clients gift baskets, coupons, or discounts on their premiums for their loyalty and referrals, and provide free quotes for new clients.
When customers call or contact you with their problems, make sure to fully hear out their concerns before giving any response. Always offer after-sales services to your clients, as most agents do not include that in their list of services. It is clever to hire a telemarketing agency to make it easier for your customers to reach you. Providing a smooth and hassle-free insurance sales service vastly improves the customer experience.
Insurance Selling Strategy #3: Optimize your website
The first place your leads are likely to look for you is through a search engine. Your website needs to be fully optimized to rank higher than your competitors on Google and Bing. Likewise, invest time in publishing blog articles that are relevant to your target demographic. Learn about SEO (Search Engine Optimization), or simply hire an SEO expert for your website. Above all, SEO truly makes a world of difference to your sales numbers.
Insurance Selling Strategy #4: Enroll in programs and get certifications
Selling insurance is highly competitive, and your strategies need to keep up. There are many ways to gain leverage against your peers. One effective way is to get enrolled in different educational programs as well as get certificates relevant to your field. Your profession deals with knowledge of various insurance products and packages so it’s important to make sure you are well-versed in how insurance works. Some of the designations you can get are:
- Certified Personal Risk Manager Program
- Chartered Property Casualty Underwriter
- Accredited Adviser in Insurance
- Associate in Risk Management
It is important to always update yourself about technology and tools that can make your life easier. Keeping up to date with the latest news on the topic of insurance technology can be a good means to stay competitive.
Bonus Tip 1: Insurance Ask your clients to give you reviews and testimonials
Most potential leads look for unbiased reviews and testimonials before they settle for an agent. Ask your clients to take some time and leave their reviews and ratings. Give your clients incentives to post testimonials such as gift coupons or a fruit basket.
Subsequently, if your clients give you bad reviews, do not panic. There is a lot you can do with negative reviews. Make sure to follow up, reply cordially, and solve the problem from your end. Having a few bad experiences with your clients is normal. Therefore, the important thing is to make sure your mistakes are not repeated.
Bonus Tip 2: Maintain a positive attitude
A positive attitude will take your career miles ahead. Make sure to prioritize your mental health before everything else. Do not let the pressures of work give you tunnel vision. Expect setbacks and research solutions beforehand. Keep up with the technology being used in the industry and upgrade your insurance selling strategies accordingly. Move on as soon as your leads turn cold, and look for a new pool of leads.
Although selling as an insurance agent can be taxing at times, if you follow the tips mentioned above, you can get ahead in no time. In conclusion, the key is consistency.
Keep yourself up to date with more insurance-related information by checking out our insurance blogs.
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