Working Insurance Sales Leads By Bonding or Burning?
Thursday, April 10th, 2008Should You Cozy Up To Clients in the Internet Age?
We do see a split between the way insurance agents deal with clients these days, and also how clients perfer to be treated. Some clients do want an agent they can call on the phone for service, and they appreciate getting a birthday or holiday card. Many more clients prefer the speed of the internet, and their ability to compare insurance quotes without having to talk to an agent. They may be happy to get quick internet quotes without having a long conversation, especially when they are concerned about being pressured to buy something!
We found an interesting article on handling insurance prospects and clients here. They believe that the age of the client matters somewhat. In a very general way, younger clients may prefer the internet or emails. Older clients may expect more service. However, they also point out that you cannot generalize which style is better all of the time, andthe best way to figure out how to handle your client is to just come out and ask them.
Is it so hard to ask, “Mr. Smith, would you prefer a phone call or an email?” No, I think that is what you should be doing, and when you approach your prospect or client in the way they are comfortable with, and do not just assume how they want to be treated, then you will be much more likely to be appreciated by them.
