With the increasing number of online insurance quoting tools and insurance sales portals, you may be wondering why it makes a difference if you consider your insurance prospects clients or customers.
Well, it does make a difference…a big difference! When we think of customers, we think of one-time transactional sales. When we think of clients, we think of long-term relationships that take time to cultivate, but once established, become high-value relationships.
As the insurance industry continues to evolve, clients will become increasing important. Your clients may venture out and check prices of various insurance products through online quoting tools – kicking the tires, so to speak – to see what’s available. But, hey will come to you for advice on what are makes sense for them. They will come to trust you and value your knowledge. And, as the needs of your clients change they will come to you for new products.
How do you go from selling to customers to serving clients?
Here are some suggestions for to beginning to building long-term relationships with your prospects:
Taking the time to establish a relationship can lead to a long-term valuable client that will last years beyond the one-time transactional sale. And, that is invaluable!