Setting yourself apart from the competition is not an easy task. When everyone offers the same end product, what can you do to not only retain your clients, but also attract new ones? What sets your agency apart from the one down the street?
Your Secret Weapon
The answer is you. You are the one thing the competition does not have. Your ability to connect and build rapport with your clients will not only ensure loyalty, but will also get you more referrals.
The way to do this is to focus our attention on the prospect. What is important to them and what do they need from us? We need to become more invested than we already are in their concerns. We know what we need from them, but what do they need from us exactly? The answer will vary from person to person.
Understanding the answer to these questions is key to offering un-paralleled service. With careful questioning, we can uncover objections and address them, instantly putting our prospect at ease. The idea of a one-size-fits-all insurance out-of-a-box solution is just not realistic! Insurance is, after all, just a piece of paper, until you need it.
Know Your Customer’s Mindset
In addition, it is important to understand how consumers are shopping and where they are getting their information. The good thing about the internet is that there is a ton of information at our fingertips. The bad thing about the internet is that there is a ton of information at our fingertips
Consumers have learned to be very cautious with their personal information. There are several online lead generation companies that have popped up that are not consumer-friendly, resulting in many people who have had negative experiences. I certainly do not want to be bombarded by companies who just want to “sell” me something, or feel like I have to give out tons of personal information just to get back generic information.
Our consumers are more informed than ever, and with that comes our responsibility to also evolve in our understanding of our clients and focus our attention on where it needs to be. The way we capture prospects has changed, and the consumer has changed. We are not just capturing leads, we are educating consumers.
Be Where the Consumers Are
TrustedChoice.com has quickly become the #1 trusted resource for individuals and business owners who are researching and shopping online for insurance. If you have not done so already, take some time to browse through the 1200+ pages of content on TrustedChoice.com that have attracted so much attention.
Increase your presence today by claiming your TrustedChoice.com profile, and join us in the fight to educate consumers on making the right decision and choosing an independent insurance agent.