How many times have you said to yourself "How do I get more leads without paying for them?" It's the never ending question that plagues insurance agents. You want your business to grow and don't know how to get more clients calling you. The reality is, if you're servicing your existing clients properly, they will do the marketing for you. Calling, mailing, emailing and even door knocking (yes some agents still do this) are all forms of outbound marketing. It's time to review your strategy.
How will your existing clients market for you, you ask? It's a process of nurturing them and educating them. Keep in touch with them, inform them of new products and services you offer. In essence, be their teacher. And what does this do for you? It lets your clients know that you're keeping abreast of market trends and products. You're coming to them with the latest in industry news and solutions. Bringing your A game to the table resonates with clients.
Word of mouth and influencers are two forms of marketing. But the reality is, they're both the same. Influencers typically work online and via social media. Word of mouth extends into the digital space and offline as well. If you take care of your clients, they become your influencers and spread the word that you are THE agent to work with.
Building your brand and your credibility comes from within. If you exemplify professionalism, integrity and wisdom, your clients will talk about you.
Another key component to this, is to focus on additional sales with your existing client base. Offering one type of insurance can be limiting, so if you feel you can take on new products, by all means do it! You don't have to offer every insurance product known to man; however, if you can assist your clients with an array of solutions, you'll have your own, private army doing your marketing for you.
Referral marketing is big in this industry and everyone asks for referrals. If your clients talk about you, they'll send referrals without you ever having to ask for them. They're doing the marketing work for you.
Incorporate inbound marketing with your outbound marketing strategy to allow your client base to grow. That means sending them informative pieces, and it doesn't have to be solely insurance-based. Including articles about retirement, nursing homes, social security and even protecting them from identity theft are all ways to enlighten your clients. The more you focus on attention and sales within your existing client base, the more you'll get in return.
It's crucial to stand out above the rest, and if you're sending your clients elsewhere to research Medicare or Life insurance or any other senior healthcare product, you're doing yourself a disservice.
You're the expert and you need to let your clients know why they should choose you. Marketing yourself and your services is vital to growing your business. If your tell clients to go to another website to research Medicare, the likelihood of them buying a Medicare Supplement from you is nil. After all, why should they? You didn't explain their options to them. They had to research for themselves and it's quite likely they will either A) buy from another insurance agent who will help them with their choices or B) buy direct from the carrier. If you're going to make them read up on Medicare or any other insurance topic that you're knowledgeable about, at least send them to YOUR website.
In order to market yourself, you need to let your clients know why they should choose YOU. What do you bring to the table that another insurance agent doesn't? What makes you so special? Your clients and prospects are online researching insurance agents and products, just as they're researching doctors, restaurants and real estate agents. And with that being said, having an online presence is paramount. Make sure your face-to-face presence is in alignment with your online presence.
Having a website is an expense I can't really afford.
You can't afford a website you say? Well let me tell you, NOT having a website is an expense you can't afford. You already know your clients are online doing research on an array of topics. If you don't have a website or even a micro site you're just losing out on potential clients. Websites don't have to be complex and expensive. They don't have to be chock full of bells and whistles. They DO, however, need to be current, informative and user-friendly. Your clients and potential clients need a way to research you and your expertise online. If you don't have that available for them, it lessens your credibility. You hand out business cards and brochures, right? Your website is your online business card and brochure. It's yet one more way to promote yourself. Your competition down the street has one, you can count on that.
Your website may not generate thousands of leads for you, but what it will do is increase your chances of being found more easily. And? It will demonstrate to your clients that you're on top of your game. When your clients can go to your website and read up on the services you provide, just as they would if you mailed them a brochure, they are more likely to refer your site to someone else who needs your services. How easy is it to send a link in an email? VERY.
Where do I start? Who do I hire to build my website?
We have a myriad of solutions to help you with getting your presence online. Be it with a full-blown website, a micro site, or simply claiming your business on Google and building a free site with Google's tools. Don't let the internet intimidate you from realizing your potential. Think of it as a giant encyclopedia, and you need to grab your page in it. You'll be glad you did. And so will your clients past, present and future.
It's a new year, and with that comes new opportunities. Creating a solid marketing plan and sticking to it will not only grow your business, but will give you structure and organization. Running your own business and working on commission has its risks and rewards, but with planning and utilizing all of the tools and resources available to you, you're guaranteed to succeed.
You can't continue to grow if you continue to do what you've always done.
Which of the following marketing tips have you already implemented this year? Which do you need to do?
Carolyn Portanova is the Director of Marketing at The Brokerage Resource and has been with the firm since 2012.