Question

Topic: Advertising/PR

Growing Your Client Base

Posted by Anonymous on 10/7/2009 at 11:29 PM ET 250 Points
I have worked for a independent insurance agency for a few years now. We write for a number of different companies so we almost always can beat your current price. I have been doing pretty well for myself working long hours to get new business, cold calling, mailbox drops, asking for current clients to send me their friends and family and many more things. My company gives me pretty much whatever I need to get new clients What else can I do? Has anyone found any good ways to get new clients? I feel like the letter drops is not getting me much. I have tired getting my name out there by coaching little league teams, giving money to other programs but nothing has given me a great return. How can I get new clients. I feel like I have been spinning my wheels. Any ideas for getting my name out there or help would be great
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RESPONSES

  • Posted by CarolBlaha on 10/8/2009 at 8:47 AM Accepted
    Someone else just posted a similar question-- rather than repeat it all-- here is the link https://www.marketingprofs.com/ea/qst_question.asp?qstID=30594

    I'd scratch the donations and mail drops. They are too passive. In fact, after the recent experience we had where we had to change all our insurance-- this industry is full of order taking passive types. Someone that can actually provide a consultative sell should rise quickly above the crowd.

    The Little League is a great idea. I contribute a lot of my success to giving back to the community as you are. Now go back and ask them where they work and who handles insurance.

    With today's economy you are in a good spot. We are evaluating how we spend every dollar-- insurance is a big line item.

    My husband sells medical supplies and has a great way to overcome the objection "we're happy with our current supplier". He tells them he isnt' there to sell widgets, he's there to get the person he's speaking with a raise. He tells them if he can save the doc a few thousand, wouldn't it be easy for her to justify a raise? (Most tell him they haven't had any in years). And when he does, he does coach the person how to justify and ask for the raise.

    Anyway-- there is some great advice already posted.

    Sell Well and Prosper tm
  • Posted by michael on 10/8/2009 at 11:37 AM Accepted
    JW,
    I did this also for 7 years. I stopped what didn't work (mailings and mailbox drops...which are illegal anyway) and did more cold calling. There weren't DNC lists when I was doing it, so it was much easier.

    Look for new homeowners...not for mortgage insurance, but for auto. Magnetic sign on your car. Answer questions on forums like craigslist...actually that works very well for a friend of mine.

    As an independent, you know you're working against name recognition, so you have to be active 24/7

    Michael
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