4 Ways To Generate More Insurance Marketing Referrals
When attracting insurance leads to your business, you need to try a multi-pronged approach. Keeping the funnel filled with qualified leads, both purchased and referred, is essential if you want to make the most of your time. But referrals are often the proverbial gift that keeps on giving year after year. That’s because they begin from an already established relationship, and they’re more likely to hang around for the long haul once signing with you. But generating referral leads isn’t easy. Still, it can be done effectively if you take the following steps.
1. Create An Insurance Dynasty
When most insurance agents sign up customers, they fail to have foresight of what that customer could mean five, 10, or even 20 years down the road. For instance, your customer may be a couple with a pre-teen when they come to you, but eventually that pre-teen will become a teenager and then an adult with a family of his own. By building a strong bond with your initial client, you can essentially turn that business into a dynasty. In fact, you may even find that your best client is currently the child of an existing customer. You just have to plan for the long term and treat each customer like you want more than just their business; you want to take care of their needs and give them peace of mind year after year.
2. Shoot For Seven ‘Touches’ A Year Per Client
A “touch” is basically a form of connection between you and your client, be it an email, phone call or face-to-face meeting. The more of them that you have, the stronger of a relationship you’re sure to develop. And being a successful insurance agent is more about relationship building than sales and marketing. Seven is a good number to shoot for because it allows you to always keep your clients at the forefront of your thoughts and allows for one or two missed opportunities if you’re just unable to make contact. But with all the tools currently available to reach out, that shouldn’t be a problem.
3. Ask After A Positive Client Experience
Inevitably in the life cycle of your business, you are going to come across clients, who are particularly happy with the service that you and/or your insurance products provide. Whenever a client is on this “high,” don’t let the moment pass without asking for a testimonial. To make it easier on the client, you may want to have a short list of questions made up so you’re able to get the best, most detail-oriented testimonials in order to convince prospects, who may be on the fence.
4. Sponsor A Benefit For The Community
Finding ways to give back to the community is important when most of your clients live and work right next to you. Particularly you may want to target school-oriented activities, like sponsoring a float in the homecoming parade or buying an ad in the yearbook. How you do it ultimately depends on what opportunities are available in your area, so it’s best to be plugged in to what’s going on around you at a hyper-local level.
As you look for additional ways to expand your insurance business, don’t underestimate the power of referrals. They may seem like more work than buying highly qualified leads — and truthfully, they are — but the effort can yield benefits that sustain your business year after year. What are some referral techniques that you have employed?