Calling Monoline Insurance Clients
Today we’re up to our fourth strategy for cross-selling. All this week we covered cross-selling to new customers, during renewals, and during service calls. Now, we’re discussing calling monoline insurance clients.
“You need to have a good structure and a plan, but don’t throw the baby out with the bathwater. These are current customers, there is a lot of value in them talking with you. If it’s not working at first, you need to try differently.”
Monoline insurance clients can be an excellent place to cross-sell, because they’re already customers. You already have data on them, and proactively calling can be a great way to increase your cross-sales. Calling monoline insurance clients can be a great opportunity, but it can also be a little bit tricky. Here are four things to keep in mind when you’re calling monoline insurance clients to cross-sell.
1. Pull a list
Your first step to calling monoline clients is to get a list of leads from your own data. You can pull anyone with one policy, or maybe look through customers who have home and no auto, auto and no home, for example. You can pull whatever lists you think are best for your agency and your situation.
2. Have a script
This next step is extremely important for calling monoline customers. You should definitely be working off of a script for these calls, because you’re going to get a lot of people who don’t know who you are, and who don’t understand why you’re calling. A lot of agencies feel like they don’t have luck with calling monoline insurance clients, but sticking to a script could make a huge difference.
3. Know the objections
Up next, you need to know how you’re going to overcome objections. If someone says you quoted them in the past, what’s your response? There are likely only a handful of common objections that will keep coming up, so knowing how to overcome them can be a big help.
4. Track everything
Lastly, you need to keep track of your progress and your data. Even if you don’t get the opportunity to quote, you at least want to get the X date, or an approximate, so you know when to call. If your agency uses a CRM tool that’s great, but if not, keep track of your data in a spreadsheet.
There are many other tricks for calling monoline insurance clients, such as calling more than one time. By covering these important steps and knowing how to navigate these calls, you’ll have much more success calling monoline insurance clients.
When it comes to all things cross-selling, such as using a script and overcoming objections, we have you covered. All of these tools are available for you in our new cross-selling course. If your agency is struggling with cross-selling, then we couldn’t recommend this course enough.
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