Customer follow-up is one of the most vital parts of your insurance sales. One of the most puzzling decisions that you always need to make while doing an insurance broking business is “when and how to follow-up insurance clients”. No matter how successful your first meeting was, it will not get converted into a prospective business unless you perform regular follow-ups. You may always double-think before you dial your phone and sometimes you even feel confused that you might mess up the deal.
The main purpose is to build a communication channel easier and simple. You can’t always be too aggressive, especially in new business associations. Because it takes time to fall things in its space. This is the 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.
This article details the best ways to follow up with potential customers without making them feel annoyed. So let’s check that out.
#1: Ask directly to your customer about the best ways to follow up in the first meeting itself
Being a proactive insurance professional, you have every right to 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.
#2: Send a thank you email or a personal note on the same day after your first meeting
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 for their clarifications if any. It also implies your professional approach toward the business deal that you are focusing on and your dedication to maintaining a healthy relationship. If you have one of the best insurance software, then client communication is much easier than you think. These softwares offer instant emailing features with predefined email templates and assist you to send professional emails quick and easy.
#3: Practice different client follow-up action plans for different customers
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 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 event 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.
#4: 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.
Even if the business didn’t happen the way you want, say thank you for your 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 by your behavior and the value you served.
#5: 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 your way, eventually.
#6: 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 depending 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 emails 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.
Here are some of the follow-up triggers that you can practice in your insurance policy selling.
- Try to send emails follow-up emails on the 3rd, 7th, 14th, 21st, 27th, and 30th days on the same email thread that you used to brief about the meetings that you had with your customer
- Help them find other business professionals in your circle to meet their requirements which doesn’t come under your product/service line
- Notify them about any upcoming event or meeting that can resolve any of their issues that you are aware of
- Wish them on their birthday or drop a greeting card on any special occasions
- Forward a video or a voice clip of any of your client’s success stories that have relevance to your client
- Watch for their posts on Facebook, Twitter, or LinkedIn and try to react/comment on them
- Ask them to meet you for coffee, a drink, lunch, or anything similar, if the customer is comfortable with it
- Send them forwarded messages such as a joke or cartoon or any news about their or your field of work.
- Suggest to them an article, book, or website that might help with what you talked about
- Invite them for any extra-curricular activities if you can
- Chat to them and enquire about how their life going on
- Ask for a meeting so that you can propose to them your latest or updated products and services
- Inform them about any special offer existing if they act now
- Send a link or an audio interview with you about your work and your offerings
- Refer them to a prospect for their own business if possible
- Invite them to visit your website
#7: Automate your insurance sales follow-ups
If you are looking for a top-notch solution for managing your sales follow-ups, then, going for an insurance broker software that has the ability to automate your entire sales process will be the best option. The reason is, that these advanced possess the ability systematically manage the entire sales process from shortlisting the potential leads to successfully converting the same into valuable customers.
Here are the most recommended insurance software solutions for brokers to automate their sales process without irritating their customers.
If these strategies are followed on a continuous basis, you could definitely build an everlasting healthy business relationship with your prospective customers that will eventually lead to successful conversions that offers potential references for future businesses.