Cross-selling is a great way to help your business grow, while helping your clients with their insurance needs at the same time. It’s a win-win! But some agents might hesitate to cross-sell, thinking that their efforts will backfire and that they might seem pushy.
Consider this: according to one study, 60% of insurance consumers feel like their insurance agents don’t offer any value after the initial policy purchase – and cross-selling can be a way to offer more value to them. Think of it as a way to reach out to your customers, and remind them that you can continuously help protect them and their assets.
So the question is: how do you successfully cross-sell to them?
First and foremost, it’s important to know who you should try to cross-sell to. It would be useless (and possibly detrimental) to simply email everyone in your system; rather, you will have to narrow down your customer list to those who already have specific policies, and personalize communications with specific customers based on what would add value to their life. For example, do you have a customer who currently owns a business? Consider offering them commercial insurance, and ask if they will need personal health insurance for their family or group insurance for their employees.
What else do you need to keep in mind? The following strategies can help you successfully cross-sell:
- Learn when to cross-sell- Never try to cross-sell during an initial sale. Instead, just plant your seed, and help them with the initial product they were interested in.
- Establish relationships- When you interact with your clients, remember to make notes, so you can remember anything they mention that might mean they’ll need other types of insurance down the road.
- Use email marketing effectively- Create a series of emails that you can send to clients with informative content that will keep you in mind in case they need more insurance. Include a call-to-action in these emails so they can reach out for help when they are ready. These emails are just meant to emphasize that you are a valuable resource for advice and information, so specific policies shouldn’t be mentioned until the final email.
Showing Your Value
Great agents know that it is all about showing their value to leads and customers. You need to show that you are an expert, not only when it comes to explaining insurance and giving them access to the best policies, but also when it comes to protecting their needs and interests. Remind your customers that you are there to make their lives easier and better. You can do this with regular communication, so you can keep up with what’s going on in their lives and know how you can help. Remember to use emails that are personalized to their needs, and to call them regularly, not just when it’s time to renew their plans.
Looking For Leads?
Cross-selling is a great way to build your business, but before you can do that, you need to build your customer list. And what better way to do this than by getting hand-delivered, ready-to-buy leads from Benepath? When you work with Benepath, receiving reliable, exclusive leads is the easy part.
We provide real-time leads through a secured process and give you a customized thank-you page so your leads will be ready for your call. This thank-you page assures leads that they won’t be bounced around between agents and gives them a feeling of connection with you right from the start. We offer the leads, and while it is up to you to properly nurture your leads, we’ll be behind you every step of the way. You’ll find, though, that our leads don’t need much nurturing because they are ready to speak with you and buy your product! To get more information, fill out the form below or call 866-368-0377.