How to Build Relationships & Close Insurance Leads in 2016
Build Relationships by Building an Online Presence
Relationship building is one of the most popular tactics used by insurance sales representatives. It has been a sales strategy for decades, because it works. While relationship building can continue to work in 2016 & beyond, the world has evolved and so must how you go about building relationships.
Online Presence
Often the first introduction any of us have with a business is what comes up when we perform a Google search. Thousands of customers are searching using insurance queries every day. Whether it’s your website or your social media accounts, it’s important to put your best foot forward. Make sure your website is user friendly, and provides answers to the questions your visitors are searching for. Keep your social media up to date. Share company updates, awards, events, etc. to build loyalty and trust from your target audience.
Gain Referrals
Close an insurance policy? Make sure to follow up with your contact. Check in to see how they feel about their insurance plan/policy. If you build a strong enough rapport with your contact, they’re more likely to provide you with referrals. Don’t be afraid to ask. Referral leads close at a consistently high rate.
Encourage Reviews
A major aspect of your online presence comes from reviews. Encourage reviews from happy customers, and respond to reviews to show you care. Make it easy for your customers to provide public feedback. Bad reviews can give you an opportunity to make things right, and earn future business. By rectifying any bad feelings with a past customer, you gain the opportunity to make future ones.
Share Your Expertise
In today’s digital world you know have more opportunities to use content to close deals. Sharing industry information, and showing your expertise can gain the confidence of a prospect. Provide your insurance clients with blog posts, show up to speaking events, or host a webinar to gain confidence in you and your insurance agency.
Relationship building is still a great way to close insurance customers as long as you expand your reach to where your customers spend time the most.