One of the most puzzling decisions that you need to make while doing an insurance business is “when to follow up a client”. You may always double think before you dial your phone and sometimes you even feel confused that you might mess up the deal.
If you are one a kind, this article is definitely for you.
You can’t always be too aggressive, especially in new business associations. Because it takes time to fall things in its space. This is idea that you must understand before following up with your prospects. You have to make sure that you make your move at the right time.
So let’s check out some of the best ways to follow up a client without making them feel irritated.
Ask directly about the best ways to follow up in the first meeting itself
Being a proactive insurance professional, you have every right ask your client, the best possible way to follow up just before concluding your first meeting. In order to fashion a win-win scenario, you can politely convey your gratitude and appreciate your client for spending the time and request the best possible time and mode of follow up. This will create a positive impact on your customer and they will be aware of your upcoming follow-ups.
Drop a message the same day itself
This must be just a thank you note for letting you speak business. Try to write an email or drop a text message so that they don’t feel annoyed. That will make the client remember the meeting that you had early that day and the points you have discussed. This is done mainly to create a situation for the customer to ask their clarifications if any. It also implies your professional approach towards the business deal that you are focusing on and the dedication to maintain a healthy relationship.
Create your own client follow up action plan
It doesn’t matter how successful the initial meeting was. If you aren’t following up on the client periodically you will surely end up in losing that customer. In order to stay in the game, you need to create your own client follow-up plan. You have to forecast and schedule every follow-up events and record meeting notes correspondingly. You can find top-rated insurance CRM software that offers these features for insurance professionals exclusively. If you can practice this regularly, the end result will be something that both you and the client can look forward to.
Serve value in every meeting
The customer in front of you is spending their time to hear business from you. So your priority is to serve value to what you offer and build a robust bond with trust and belief. Your conversations should suffice that. Try to understand them closely and analyze what exactly they need. Never try to market insurance products and services that stay out of his/her demand circle. Always offer value instead of product options. These affectionate behaviors will help you to approach your customer for the upcoming follow-ups or maybe you can close the business at that sitting itself.
Even if the business didn’t happen the way you want, say thank you for their time and let them have their own choices. Because when a need comes next time, they will remember you in the first place not by your offerings but of your behavior and value you served.
Give free advice about the niche
After the initial meetings, after the product explanation sessions, if the follow up still extends try offering your customer some helpful insurance-related tips and advice. Forget about the product you offer, help them with some practical solutions that are the need of the hour. When they feel that you have helped them with your expertise, they will automatically come to your way, eventually.
Practice follow-up triggers
Sometimes even if you tried all the possible ways, you won’t end in a successful deal with your client. In this situation, it is better to give him/her a little break. Never disturb them for a small period of time. But make sure that they haven’t taken away from other existing players. The duration can be fixed depends on the client’s behavior, attitude towards insurance products, the necessity to fulfill the requirements, etc. After the desired period of time, activate some follow up triggers like special day wishes, new product/service notification email or messages, etc. Their replies would give you a picture of their current situation. This could create an opening for you to re-approach them and win businesses.
If these strategies are followed, you could perform a professional business approach and also build an everlasting business relationship that led to successful conversions and gaining potential references for future businesses.