Sales are the fuel that keeps the engine or your agency running.
So when you run out of gas, what is there to do? You head back to the station and fuel up, by following up with potential customers. Turning prospects into closed sales entails more than just the initial contact.
Here are some good ways to go back to the well:
1. Send Your Clients Brochures
Remind clients of the services you offer and how those services can help them with a brochure. Make sure the brochure you send informs your customers of your personal interest in making their lives better through financial security. The services you offer can make their lives easier, and a well-written brochure could be just the thing to clue your customers in to that idea.
2. Show Clients Helpful Websites
E-mail your customers links to some helpful websites that provide useful information about insurance rather than just a sales pitch. Then your customers will see that you're an agent who is interested in their well-being and mutual respect. You can easily send the links to these websites with a simple form e-mail you have prepared ahead of time. Your clients will appreciate your thoughtfulness as long as you aren't pushy and you aren't bombarding them with too many messages.
3. Ask Your Clients if They Have Questions
There are two benefits to this. First, it gives you a real reason to call the client and continue to show them the value of your product, as well as show that you care about him or her. Second, you are able to find out what your customer's worries are and needs, so that you can tailor their insurance policy to them and avoid problems further down the road.
Other Follow Up Tips
You will need to choose a form of communication. E-mail, phone, and mail are common choices.
Pay attention to what clients say and take notes so that you can make references to previous conversations. This shows you really do have an interest in the client as a person, and it will build trust and a long-term relationship.
Keep your follow-ups short and professional so that you don't bore the client.
If the client seems ready to finalize their decision, don't get pushy. If you rush the client, it tells him or her that they're being sold and put a guard up.
Don't go overboard. There should be at least one week between each follow-up session, so that you aren't annoying your client.
