The cost of car indemnity matters—and that ’ s never going to change. And when a customer is unaware of the other factors at play when it comes to policy, they ’ re naturally going to focus on the price tag .
so how precisely do you go about selling car indemnity in a price-driven market ? Understanding consumer behavior offers some tips .
For exercise, consumers are driven by responsiveness. In nowadays ’ s fast-paced, digital worldly concern, people not only want but expect an instantaneous reception with a quote. That ’ south why policy agents who want to stay in commercial enterprise necessitate to identify ways to make the process of buying as debauched and simple as possible.
By transacting cursorily and efficiently, you can reduce the eminence of cost and show to likely customers that you ’ ll be there when they need you most. Adding rate through public toilet and accelerate is one way that many successful agents sell cable car indemnity in a market that ’ mho predominantly driven by price. ( Tweet this ! )
In summation to making the buy serve fast and dim-witted, there are a few other tips for selling car insurance you should follow to help reduce the emphasis on monetary value .
Selling Car Insurance: 13 Tips To Counteract The Cost Factor
1. Make purchasing insurance an experience.
Make buying car insurance an have by educating consumers on things like industry happenings and rate increases. This will help show customers that you ’ re a resource, providing value that goes beyond price .
2. Prioritize connecting with consumers.
Look for ways to connect with likely customers that don ’ thymine require face-to-face interaction. For exemplar, attach a pre-recorded video response to a quotation. This is a fast, mobile-friendly, and personalized tactic that helps customers put a face to a name, increasing your chances of closing more insurance leads .
3. Execute a contact strategy.
Put a prove contact scheme in place to ensure you ’ re by rights staffed so you can respond to inquiries within minutes, not hours. Customers expect a fast reaction, so this can truly make all the dispute between closing sales and missing key opportunities .
bill : You don ’ t have to reinvent the steering wheel when it comes to a successful contact strategy ! Our complimentary whitepaper, How Mark Jameson Uses EverQuote Leads & Defined Sales process for Continued Success, goes bit-by-bit through the processes used by a circus tent P & C agent to achieve an average 16 % near rate on leads across his offices .
4. Communicate with existing customers.
proactive communication with your existing customer base is a great way to let customers know you ’ re looking out for them. For exercise, send a agile e-mail to let customers know about a rate increase. This works because referrals and password of mouth are the best ways to attract new customers to your business .
5. Invest in technology.
Make it a point to invest in technology that allows you to communicate with consumers in an efficient yet personal way, such as on-line television recording software. Investing in engineering that lets you engage at scale and be proactive in your outreach can pay big dividends .
In my impression, utilizing a text messaging tool is the best way to get the most out of your investment. Texting is highly brawny when used correctly ( just keep in mind your agency ’ sulfur rules and regulations regarding text messaging ) .
I besides suggest, if your carrier allows it, using a rater. Raters are tools that improve your lead ’ second customer know and serve you be more effective by pre-qualifying customers and getting them rates quickly .
6. Use all avenues of contact.
many agents tend to put all their eggs into one basket when contacting leads—59 % of agents say all they do is call, call, visit. They ’ re missing out on huge opportunities, because emailing and texting leads are incredibly effective ( and easy-to-automate ) ways to bind more leads. They are quick and easy to write and deliver, and consumers ( specially younger ones ) respond well to them. As a leave, both electronic mail and textbook messaging continue to grow quickly in the marketplace.
One of the area ’ s top P & C agents, State Farm ’ second Perry Olson, shares respective of the text and electronic mail messages his team sends to both insurance prospects and customers in this playbook, which you can download for free .
7. Don’t limit your opportunities to one lead type.
back to the old proverb of putting all your eggs in one basket, I see many agents invest entirely in one type of lead—for example, buying only premium leads in hopes of getting multi-line binds. however, these agents are missing out on huge opportunities for growth by ignoring the prefer and standard leads available to them. Consider expanding your demographics, and you may find you can bind more policies .
8. Expand your selling area.
Agents tend to be focused on their local anesthetic areas only. While that strategy made sense even good 10 years ago, it ’ s extremely debatable immediately, because the earth of indemnity is becoming an increasingly internet-driven commercialize. indeed another crucial tip off for how to sell more car insurance is that you don’t have to—and shouldn’t—sell insurance only where you’re located. COVID-19 has shown us that research and purchases are happening on-line, and that on-line convenience drives business. If an agent can figure out how to provide a personal have via the internet, he or she will credibly do well and be able to sell policy anywhere they ’ re licensed, not precisely in their hometown .
9. Optimize the entire contact life of leads.
Let ’ s think about this logically : A lead is sold to three agents. Those three agents will call that lead very aggressively on day one, and slow down in the number of dials or attempts to contact as the number of days progresses. Almost all agents are done trying after two weeks. But the datum shows us that the most coarse wins are on the foremost day—or after two weeks. The agent who is hush calling at two weeks when the other agents drop off is going to be the one who wins. We talk about the details of how to do this successfully in our release ebook, Binding Inbound Leads : use Contact Strategy To Bind More Business .
10. Work when leads come in, even during “off hours.”
Most agents don ’ thyroxine know how to handle off hours, and rather of considering when might be the best time to contact a conduct and adjusting their staff to accommodate that, they stick to typical business hours. statistically, the highest bulk of binds occurs between 6 post meridiem and 8 post meridiem for agents working leads—but many agencies close up workshop at 5:30. Simply adjusting work hours for a single producer will to work off hours or outside hours can be a gold mine for your agency—and a huge competitive advantage .
11. Learn how to handle common objections.
Most indemnity agents wish they had a better way to handle coarse objections from consumers, but they may not take the time to sit down and think through the kernel issues driving these objections. If you can do that, you will set yourself apart—and have a heedful, logical response ready that will turn the consumer back toward your products. When you can see why a consumer might object, it ’ second much easier to turn the conversation into an empathic one. One of the most successful phrases I ’ ve hear in indemnity sales is “ I know ! That ’ s so torment ! ” Actually saying that, and walking through the issues with the consumer, is a personal detail that makes them far more likely to continue listening to you and ultimately trusting that you are in truth matter to in their well-being—not just hoping to make a buck .
To help, we created a detached lead to help you address four common objections agents face on policy sales calls. You ’ ll learn ways you can and should respond when leads tell you the pursue :
- “I didn’t request a quote.”
- “I’ve been called too many times.”
- “Stop calling me! I wanted to do this online!”
- “I can’t talk right now.”
12. Put yourself in the consumer’s shoes.
I ’ ll be blunt : A set of agents are failing here. They have a hard time thinking “ What would I do if I were this consumer ? ” and then complain when they call a lead and let it ring five or six times but no one answers. They ’ ra not putting themselves in the shoes of the people they ’ re trying to sell to, and it has a much larger consequence on their businesses than they think .
We as agents are trained to have specific processes and talk tracks that are one-for-all, which isn ’ t a badly thing—until we fall into the trap of rest and stop looking at consumers individually. Listening to their needs and understanding their objectives for insurance is the best way to cater your products and offerings to them .
There ’ s no magic trick fastball here–it requires you taking the time to learn about your leads, listen to their concerns, and think about how you can best put up value to them. But if you can do this, over prison term you will build a base of customers-turned-fans who refer you to their friends and family.
Read more: The 7 Best Car Insurance Companies (2022)
13. Work with a partner to find leads.
Finding the correct customers is an important part of selling cable car insurance—but it ’ randomness besides easier said than done. When you partner with EverQuote, you ’ ll not lone get vet prospects and high-intent leads, but besides access to our comprehensive sales training fabric, which will arm your team with the information and skills they need to close more sales .
When you work with us, you have complete command over your leads—and you can pause your explanation anytime, with no consequences. Click here to schedule a tour of EverQuote ’ s tools with one of our experts .
