You’ve probably heard it said a million times before and for a good reason — your best prospects are your current customers!
After all, they are familiar with you as their insurance agent, comfortable with purchasing insurance, and receptive to your advice! These factors make this group this perfect place to start with more sales in the form of cross-selling.
We’ve put together a list of tips to help you cross-sell more insurance to your current clients.
1. Create a cross-selling system that you use for your insurance prospects
Instead of just “winging it” every time you decide it’s appropriate to attempt a cross-sell, design a system to reference for common situations you find yourself in. You can come up with scripts to use and specific information to go over with your clients for each product.
Having a defined system will save you stress in the long run and help you improve your closing rate!
2. Create a guide of every product you offer
One way to get your clients comfortable and familiar with everything you offer as an insurance agent is to create a guide or cheat sheet of each product you sell. When you sell one insurance policy, go over the rest of what you have to offer and allow them to take the guide home so they have it on hand.
This is a great way to warm them up for a future sale and get them thinking about other needs they may have overlooked.
3. Educate your clients on the benefits of using one agency
There are all kinds of hurdles to cross-selling, including your customers price shopping. Help yourself out by showing them all the benefits of staying with a single agency like multi-policy discounts, less overlaps in coverage, easier management of policies, and a trusting relationship with their agent. Show them the value of sticking with you for all their insurance needs vs. just one policy.
4. Utilize social media
Most people who follow your agency Facebook page are probably current clients, making it an ideal platform for cross-selling. Make every effort to frequently post content like videos or infographics on certain insurance products and who can benefit from them. This may spark the interest of current clients on something they didn’t realize they needed before.
5. Plant seeds early
When you’re closing the sale on the initial insurance policy, ask questions related to a product you feel is a good fit for a cross-sell. Mention some of the benefits and your recommendations but don’t be pushy. This will get your clients thinking about it and comfortable with the idea of the product. You’ll also be able to gauge their interest. Handle the client’s immediate needs now, and look for opportunities to sell more in the near future.
6. Practice cross-selling
As the old saying goes, “Practice makes perfect!” As you start to develop and implement strategies for improving your ability to cross-sell insurance products, it really will take practice and ultimately repetition. Evaluate yourself frequently and what has been effective. The more you cross-sell, the more comfortable and confident you will be in your abilities.
American Senior Benefits offers a wide range of products from numerous carriers, giving independent agents the opportunity to easily cross-sell products that will meet their clients’ needs. We offer agents unmatched support and training with our premium toolkit designed for agent success.
Interested in becoming an agent? Contact us today for more information and find out how American Senior Benefits can help you build a long-term career.