How to Get More Customers Today

You would like more customers, wouldn’t you?  Well, the good news is it’s easier than ever!

It turns out that even though 84 percent of insurance shoppers are headed online to do research before buying, two-thirds of them are still buying from a local agent. AND two-thirds of consumers said they would prefer buying from companies who sent them customized news and articles than those who advertised to them.

There is some good news in here.  Stay with me….

Insurance ad spending has at least quadrupled in the last few years.  Most of this has been driven by cute little animals, cartoon girls and chicks in white aprons. Unfortunately for independent insurance agencies and the companies we represent, we cannot compete with advertising dollars. If that is the only way to success, we would be doomed.

But, as Roper points out, people still want a relationship.  They still want “customized” information. They think the gecko, cartoons and smart aleck pitch women are entertaining – but would prefer to buy from you. If you’ll let them.

So, the good news is that most people want to buy from agents who take the trouble to communicate with them. And the cost of communication is cheaper all the time. How do you do it? Newsletters are a great way. Consider six issues a year, mailed or emailed. How about a regular email campaign to touch customers and prospects another few times a year? Have you thought about leaving messages on their phones a few times a year with robo calls (it’s easy, and cheap – ask me how)? Old-fashioned direct mail works too. 

You have to be online today.  That’s a given.  But if you go hunting for customers with a rifle approach you can still fill your books with profitable business.