Five techniques to get more clients

| 14 Mar 2022

Once you have sold a policy to a client, you can start relying on premium renewals for revenue. But how do you even get to that stage? Whether you are working on expanding your clientele or are a newbie, looking for ways to get new clients is a constant priority. Here are five ways you can go about doing so.

For most insurance agents, getting new business is the biggest challenge. Whether you have been in the industry for years or just started your insurance agency, you’ll need to get new clients to boost revenue and make up for clients who have terminated their policies. Here are five approaches to engage new clients and get new insurance leads.

1. Specialise

You may wish you can be all things to all people, but specialising in specific market segments may yield better returns to increase your insurance sales. By focusing your marketing efforts on one segment, you can:

  • Enhance your knowledge of an industry’s challenges. Sometimes the pitfalls are obvious. But as you gain experience in a specific profession, your ability to assess risks improves.
  • Stand out from competitors. Clients are more likely to pick an insurance agent who is knowledgeable about their industry.
  • Earn referrals. As you make a name for yourself, more clients may recommend new leads to you.

2. Network in your community

You already know how important networking is for bringing in new business. But by going to the same events repeatedly, you may end up seeing the same people. Try checking out events outside of the insurance industry to meet new customers, such as:

  • Special interest groups
  • Trade shows
  • Community events
  • School board meetings
  • Business seminars

Being seen at such events increases the likelihood of them contacting you when they need to get insurance.

3. Prospect every day

When you first started out, you probably spent much time going after new business. After building up a stable base, you may have slowed down.

Prospecting is essential to grow your business. Set a certain amount of time a day to:

  • Generate leads. Embed features on your website that request email addresses, such as subscribing to a newsletter or a “Get a Free Quote” button.
  • Cold calling. It’s not pleasant, but it brings in the business.
  • Give extra business cards. Provide hardcopy or digital cards to new clients and ask your current clients to share your contact information with other potential customers. Create a professional, attractive image file with your value proposition and contact details that your clients can easily forward to others.
  • Promote yourself. Make sure your friends, family, and current clients know the types of insurance products and advisory services you offer.

4. Team up with other professionals

Connect with professionals who might be interested in a similar client base. For instance, you may want to set up a lead-sharing relationship with:

  • Property agents
  • Mortgage brokers
  • Financial planners
  • Accountants

If you develop relationships with other professionals in your niche, your clients will appreciate your ability to point them to an expert who can offer what they need. The other professional may reciprocate by sending new customers and potential clients to your business.

5. Nurture your leads

It would be great if every pitch leads to a sale, but it doesn’t always work that way. That’s why generating leads is as important as nurturing them. Set up a system that keeps your agency at the top of the client’s mind while also highlighting the value you provide. You may wish to:

  • Blog on topics like life and health insurance to showcase your expertise in these areas.
  • Create short instructive videos explaining different policies.
  • Host webinars that demonstrate how insurance can address their needs.
  • Connect with your insurance clients on social media sites like LinkedIn, and post useful content to expand your customer base and make more people aware of your company.

The key to success is to build a reputation as a friendly, reputable expert, and fresh leads will come to you.