Successfully Marketing Yourself & Your Business
Positioning yourself effectively in the insurance marketplace takes knowledge, education and some financial investment.
But with some organization and planning, you can firmly establish your reputation and gain a solid client base that will sustain yourself and your business for years to come.
Steps to Success
As your parents probably told you, anything worth doing at all is worth doing well.
The same holds true in the insurance industry. If you want to truly succeed—not just survive—as an insurance agent, you must first make the effort and take the steps necessary to reach that goal.
Starting where you are in the marketplace right now, begin taking these steps for success:
Step #1: Identify Your Market
You can't sell yourself or your products effectively if you don't know who your target market is.
Examine your product, its benefits and cost, and then determine the market segment most likely to purchase what you have to offer.
The more specific you are, the better.
Your ideal clients should be able to recognize themselves in your marketing efforts, and see you and your product as the right, best and only choice for them.
Step #2: Know Your Product—and Your Competitors'
People buy when they have a need. The more urgent that need is, the faster and easier for you to close the sale.
But in order to convince potential clients, you must know your product and its features inside and out.
Like a salesperson in a department store, you can't sell customers your wares unless you know everything there is to know about them; intelligently answer their questions, and provide your products as real solutions to their very real needs.
Do some research to find out what your competitors are offering and how their products differ from yours. If you can then provide customers simple information on how and why your offerings are better, you'll give them a valid reason to purchase from you rather than your competition.
All your marketing materials should communicate a strong knowledge of your product, its value and benefits. This helps you establish a reliable reputation as an educated, professional agent with a valuable, helpful product. ??
Step #3: Educate Your Audience
If you want to increase sales and profit margins as an agent, you need to educate your audience, finding a way to convince them they need what you have.
Develop a powerful message, and you'll create name recognition and a strong reputation alongside it.
So what educational methods work best? Try these ideas:
- Write informative articles and post them on your Web site
- Publish a newsletter and distribute it in your community
- Write a press release and send it to your local newspaper
- Offer seminars on the type of insurance you sell
- Initiate an email campaign targeting your mailing list and Web site visitors
- Sponsor a local school, and advertise your services there
Above all, be creative! Watch for opportunities to educate your audience if you want to effectively market your name, products and services to potential clients.
Last but certainly not least, don't forget the value of face-to-face meeting. This can offer you the best opportunity to get to know your customers, answer their questions and tell them about yourself and your product.
Step #4: Build Relationships
The secret to landing clients is getting people to know, like and trust you.
Marketing can help you achieve that goal.
Once you identify your market, familiarize yourself thoroughly with your product, and educate your audience, shift some of your focus to building long-term relationships.
Word-of-mouth provides a strong network for future business, so keep your customers in mind, give them an occasional call, or drop them a note or email on special occasions to let them know you're thinking of them. This adds a personal touch with a powerful effect, and makes a long-lasting impression on many people.
You'll be glad you made the extra effort when your clients recommend you to their friends and family!
Long Term Stability
Using these simple strategies, you can position yourself for long-term success as an insurance agent. ??
Just identify your market, get to know your product thoroughly, educate your audience, and work continuously at building strong client relationships.
All it takes is a little organization and planning!
This information was provided by InsureMe, the leader in online insurance leads for the insurance industry. Since 1993, InsureMe has helped thousands of insurance agents succeed in the insurance business by providing top-quality leads that are both detailed and affordable. For more information on InsureMe leads, please visit our agent Web site at www.agent.insureme.com.