Do You Know How to Sell Yours Product?

While this may seem like an unrelated question to insurance marketing, it is a valid one. Not everyone knows how to sell a product or service. While for some selling comes naturally, others struggle. This does not mean you cannot learn how to sell.

It is a good thing to remember that a product, particularly insurance, does not sell itself – not without the help of a well-trained, personable and knowledgeable agent. The number one thing to remember is that no insurance sale can be complete without a competent agent. You need to be able to self yourself to others because the product will not necessarily appeal to people on its own. You are the key to making people buy insurance.

Next, to be great at sales, you need to know your product. You will need to train diligently to know the product. You knowledge of insurance policies will allow you to explain your product to your clients. This will help attract new leads.

Blog About Personal Insurance Stories and Interviews With Other Insurance Experts

In the insurance industry there is always a lot of competition. However, at the same time, there are a whole lot of chances to learn new things from others that may help boost business at your agency. Know your competition for sure, but also be willing to trade what you know that they do not and vice versa. It is one of the best ways to gain insight from other industry experts.

Use the information other industry experts provide you to learn on your blog. It sets you apart from others and indicates to readers that you do your homework and are ready and willing to bring them the best information in the industry. It makes your credibility rating soar.

Use personal stories because they are valuable additions to any blog. They capture people’s attention and some may even identify with the story as told. It is about reaching a human level of communication – a one-on-one kind of feeling that people appreciate. Sharing personal stories gives readers a chance to relate to you and your business on a personal level and helps build your brand.

Creating Free Guides For Your Readers

People looking for tips on buying the right kind of insurance for their particular needs are always looking for credible guides to help them choose. You are an expert in insurance. You can blog about the subject with authority and can also package that knowledge as a free guide for your readers to download.

Instead of calling it the Ultimate Guide though, you might want to give it another name that conveys the same idea – a must-have guide for those needing health, final expense insurance, Medicare information all in one place. Perhaps try the “Complete Guide” or the “Essential Guide” to buying insurance. If you have a sense of humor you might also want to zip the title up a bit and name it the Very Last Guide You Will Ever Want or Need to buying Medicare supplements etc.

Each portion or section of your “Guide” can be the subject of multiple blogs posts. Talk about good exposure and marketing. It is worth a try.

Stuck For Blogging Ideas?

Have you felt like you run out of ideas for blogs? Not to worry, here are some ideas: What are the most often asked questions in your line of work? Do you get tons of questions about Medicare, Medicare supplements, group insurance, family insurance, or health insurance? What do you get asked over and over again? Here are the topics of blog posts, or likely more than one blog post.

While you may have a great FAQ page, the fact is not everyone takes the time to read it. It is easier to just ask questions and gets answers from the agent. Thus you could even take a FAQ and turn it into a longer item to blog about. There is no such thing as too much information when it comes to knowing what you are buying when you purchase insurance.

Technology is ingrained in our day-to-day lives, so the benefits of blogging on your website or as a standalone blog become impossible to ignore. It is a good platform to educate people about the value of insurance in their lives.

Insurance Marketing Made Simple With Planning

A well thought out marketing plan can make or break an insurance business.

We all know that if we want to grow a successful insurance agency, we need to have a steady stream of leads to work and follow up. To do that, you need to always have a marketing plan. Yes, you need to plan to be successful, but surprisingly, not too many people do that. Planning is strongly advised in your business and personal life, but for this article we are covering the value of having a marketing plan for your insurance agency.

One of the most important things to constantly do is test, test, test and then test again. We mean test all of your marketing methods. Your idea might be terrific but if you do not measure/test it small, you will never truly know if it would work large. Start with a small test and gauge the responses to see if it has the potential to work or not. So, that means test your ad copy, incentives to buy, headlines and other content.

No, you do not test it all at once. You test it one idea at a time. If the first item being tested needs a change, then only make one change. If you do not do it that way, you will not know what is working and what is not. Here is a quick list of what to be testing, constantly: different response forms, various headlines, different guarantees, various newspaper/billboard ads and test different offers. The list is endless, so make sure you have your list ready to go and stick to it.

What niche are you intending to market in? If you do not know, it is time to get smart and use target marketing. First figure out your niche – say Medicare/Medigap or final expense insurance, then target that market into segments. Segments can include: spending habits, demographics, shopping patterns, goals, etc. You can segment your order for leads to cover the various areas you want to target.

Once you are set up with your marketing plan for success, you will need to monitor the progress of your strategy. When needed, you might have to adjust and alter your strategy in order to obtain the results you are seeking. From there things are going to go smoothly on the road to growing a thriving insurance agency.

Have You Determined What Your Best Marketing Technique is for Maximum Exposure?

Sometimes knowing what you want to accomplish to grow your insurance business is entirely different from what happens. In other words, marketing does not always product the results you would like it to produce. This is where tracking results comes in handy – it is vital that you track marketing results for every campaign you launch.

If you do not track marketing results for every campaign, you will not have any idea of what is working for you and bringing in conversions and what is not. And here is one other tip, do not make wholesale changes to campaigns all at once. Only make one change at a time. That way you can get a better idea of what change made the difference. Sure, it is tough to make just one small change because you are certain if you change the whole thing it would be better. Sometimes that works. Most often if does not. It is only by taking small steps forward and changing small things first that you can identify what made a difference.

While it is frustrating to wait for results, in the long run patience and in depth analysis wins and gets you on the road to growing a successful insurance agency.

Have You Updated Your Website Recently?

It is never too soon to update your website. In fact, if you cannot recall when you last did some updating, it is long past time to take action.

Your website is part and parcel of your persona online and it has relevant information for potential customers and existing customers. It has on-point and up-to-date information about changes in policies and what they mean, news about possible changes in certain clauses of insurance policies, registration dates for health insurance and so forth.

If the information on your website is not constantly updated, and of course double checked for accuracy, clients stop reading the site. You lose customers. If customers cannot rely on their insurance agent to give accurate and current information, on their website, about changes in coverage and when to register for various programs (e.g. Medicare) then who can they rely on?

It is important to remember that selling insurance is not just about selling. It is also about educating customers, helping them find the right insurance fit, helping them work to their budget and educating them about what insurance does, how it works and how it can help them. The agent that takes the time to explain insurance to customers and answer any and all questions is the agent that has a growing, successful business.

Consider Webinars for your customers

 

Have you given any thought to marketing to you customers via webinars? If not, this is the time to start. Insurance policies and insurance in general is often a difficult topic for consumers to understand. Who better to explain it to them online, but you.

Your customers have come to know you as a person and as an insurance agent over a long period of time. They may have even filed a claim that you helped them with and they recall how knowledgeable you were. These customers are the best ones to target to begin with because online webinars can be done in the privacy of their home. Once you get into the swing of things updating existing customers about new policies and/or policy changes and what they mean, it is time to focus on potential clients.

Invite potential clients to an introductory webinar featuring the area of insurance they are the most interested in. An example could be final expense insurance. Contact those who have expressed an interest in this type of insurance and put together a webinar outlining the pros and cons of the product, what it covers, what it does not cover and the most sought after features that customers would find appealing. E.g. funeral and burial expenses would be covered.

Many people relate to their environment visually and showing them a video on the webinar that explains how final expense insurance works, plus a Q & A session, is a creative and smart marketing move. It is also a relatively inexpensive way to use your insurance agency marketing dollars.

Generating Your Own Leads to Market Your Insurance Business, a Cheaper Option?

The idea of generating your own leads to market your insurance business is appealing to all insurance agents. It seems to be the ultimate sign of drive, business determination and success. Moreover, it may look like a money saving option. However, this often proves to be misleading.

Generating your own leads at first sounds like a great idea, you save money while making money. Most agents think that lead generation is as simple as that. While it is true that some agents are good at generating their own leads, more often than not generating your own leads is challenging.

Lead generation is not an inexpensive proposition. Some leads may convert, while others may not. The time you invest in these leads is money. The amount of time spent chasing, educating, meeting and networking is money. So when not all of your leads convert, that means you lost profit.

Here is what you need to know about whether you should generate your own leads or buy them. The cost analysis of time spent on converting the lead through self-generation versus buying leads from a reputable lead generation company is the pivotal point of recognition that buying pre-vetted leads saves money and also makes money — because those leads are actively seeking information from an agent, like you.

If you decide to generate your own leads, here are a few tips on how to do so. In the age or mobile and AI, traditional marketing strategies are giving way to new approaches. Consider video marketing. Keep in mind that a good video is going to be expensive — more expensive than exclusive to you only leads from a lead generation company.

Social media is another great tool for generating your own leads. You could generate marketing leads through some of the top platforms such as Twitter or Instagram, and perhaps Facebook, but be weary as they have changed their algorithm and it affects businesses’ online visibility. Social media offers a huge market. Just be prepared to work hard, choose the most optimal marketing demographics and communication vehicle (e.g. video), and remember to market you along with your insurance products.

So, you want to sell insurance – do you have a clear goal?

Do you have a clear goal when selling insurance? This may be a surprising question. After all to be a successful agent you need to have established goals. In other words, there has to be a clear action plan. So what are the components of an action plan?

The main factors in establishing an action plan are the following components: education, customer service, compassion and the drive to succeed. All these factors are not separate, they need to come together if you want to grow a healthy insurance agency.

The knowledge and education you possess are important factors when generating leads. In fact, aside from you selling insurance policies, you must have an educational component to your marketing. In other words, existing customers and potential clients have to know what they are buying, why and how it will protect them, how it will help them and what a policy does and does not cover.

Customer service is one of the top items that must be on your list of what makes an outstanding and successful agent. Customer service is an integral part of running and growing an agency as well. Without it, you either lose customers or do not attract new customers. Know your products. Be able to explain them in easy to understand language. Be prompt for appointments. Deliver more than asked for when dealing with customers.

Remember, customers do not just buy insurance because you happen to be selling it. They buy because of the agent, their knowledge, service, willingness to help and personality. So, be sure your goals are clear when you sell insurance.

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