As you go about your daily tasks of running your agency, is reaching out to clients who don’t have an immediate need on your list? It should be. Insurance Journal recently published its 101 Sales and Marketing Ideas for Agencies*, and our president and CMO offered the following tips:
- Don’t Pitch, Connect. If people don’t like you, they aren’t going to do business with you. Build relationships, be present and available, and follow through on commitments and promises. Show your value by being knowledgeable in your field and maintain your connection with clients well after the deal is closed. — Andrew Caldwell, President, Smart Choice
- W.O.M. Marketing Works. Customers buy based on recommendations from trusted sources. Ask your clients to recommend you to their friends and family or post a review online or on social media. The added bonus is that not only is Word of Mouth Marketing proven to be effective, but also it is free. — Jef Morgan, Chief Marketing Officer, Smart Choice
There is a common theme in these gentlemen’s advice about networking. Because you build great rapport with your clients, they then tell their friends about you. It’s no secret that the key to success in this business (in most businesses, really) is relationships. When you become a trusted partner for your clients, they become your best advertisements. It’s so easy to get stuck behind a computer screen or to be so busy that time gets away from you; however, make it a priority to make a client connection each day. You’ll be amazed at how the networking web works its magic on your behalf if you just put in a little effort. Reach out to one of your clients right now!