Every agency has its own method of obtaining prospects and leads, some traditional, some a bit more disruptive. It’s important to see what works best for you, based on your location, your targets and other factors.
One way of attracting people is through seminars and expos to showcase your knowledge, products and services. Once you have your audience, be sure to pass out business cards, or set appointments with interested parties. Sign people up while the information is fresh in their minds and they’re expressing a desire to learn more. Any lack of urgency on your part can result in a cooling-off period that will reduce the number of appointments kept.
Maintain a database for future use
Once they become clients, make sure that you keep them informed on new and exciting products that they, or people they know, may have an interest in. Make sure you have a clean database of your attendees so you can send out a monthly newsletter and regular updates. Remember, just because someone didn’t immediately set up for an appointment doesn’t mean that they aren’t interested. By remaining a presence in their mind you may end up contacting them at a time when your services could be of value to them.
Sending birthday cards and anniversary cards to both new and existing clients shows them that the agency cares about them. This is a great way to help strengthen those relationships. Following trends in the industry can also be advantageous. Send an email blast regarding any recent tax changes, renewal notices, or any other important changes to clients as they occur.
Putting blogs and articles in association newsletters as well as on social media sites adds credibility to the agency and can also foster good Agency Insurance Marketing, and remember to send these blogs and articles to clients, friends, family and associates. You work hard building your book of business, and it pays to make sure that clients remain year in and year out. A lack of attentiveness could allow them to get swept away by a competitor or direct seller. Part of your job is to keep in touch continually throughout the year, not just at renewal time.