You’ve probably heard before about the importance of staying top-of-mind with your clients. But what does that really mean, and why is it so important? Staying top-of-mind means your clients know you by name, recognize your face and think of you when they think of insurance. If you’re the name and face your clients think of when they think insurance, you’ll likely be the first person they call when their insurance needs change or when someone they know is looking for an agent. However, it can be difficult to make a lasting impression
when you have busy clients.
Here are some ways to stand out in the crowd.
1. Have a plan
Touch base with your clients several times a year using different methods, whether it be email, newsletter, phone call, holiday card
, in-person client appreciation event or policy review. Also, stay in touch with those who you weren’t able to sell to right away. Send a few reminder communications such as a newsletter, card or educational article to remind them of the importance of getting coverage. Policy anniversaries are a great way to stay in touch with your clients and discuss changing needs.
Be active in your community. If people get to know you, they can get to trust you. Join local organizations or philanthropic groups; this gives you a way to network and helps build your reputation in the community. And if you help others make a valuable connection, they will likely want to return the favor.
3. Differentiate yourself
Sometimes the creative or unexpected can help you stand out. Send a Thanksgiving or Fourth of July holiday card. Most Americans celebrate these holidays, but typically don’t receive cards for them. Your card, and name, will stand out.
Be someone your clients and prospects
will remember. Sometimes it isn’t who you know, but who knows you.