Do you often find yourself using the age-old excuse that you’re too busy to market? Maybe you simply can’t figure out how to do it or where to even start. That’s what we’re here for. Don’t be afraid to work with a professional and outsource your help. We know that coming up with new and exciting campaigns can be a difficult task on top of everything else that you have going on at your agency or even in your personal life. Let’s take a look at the top five marketing campaigns that your agency should absolutely be running.
A campaign Win back the customers you lost.
A campaign for people you’ve quoted, but weren’t able to sell to.
A Cross-selling campaign.
A Niche campaign.
A campaign to stay in touch with current customer.
The first campaign to touch on is one to win back the customers you lost. It’s easy to lose customers and simply let them go and never look back. While it might be a difficult task to accomplish, go back five years or so and try to nurture the customers that you’ve lost. Try to ask for another opportunity with them rather than giving up altogether, because once you let a customer go then that’s one person that you’ve lost that could have potentially given you the loyalty you need and strive for in a customer. Reach back out to them, but make sure that you’re doing so in a way that is going to grab their attention. Sending an e-mail is all well and fine, but often times they’ll get lost in the sea of spam that so many people get. Try to contact them by phone, and if you get their voicemail then don’t give up after the first try. Make it a priority, give it the ol’ college try and make sure you’re reaching out a few times before calling it quits completely.
Are there people that you’ve quoted but were unable to sell to? Don’t forget about those customers because they’re not lost prospects yet. Just the same way you would with those lost customers, make sure you are trying to nurture the customers that you weren’t able to sell to on the first go around. Make sure that you’re present in their lives. Don’t simply connect with them via e-mail as we mentioned before, but try to connect with them on various platforms. Social media, e-mail, over the phone and even in the mail. Address them by name, try to recall their birthday and send them e-mails to celebrate the occasions. Make sure you aren’t being too present though, you don’t want to appear too persistent with a customer because that is a huge turn-off.
The next thing you should be doing is attempting to cross-sell insurance to your clients. If they’re buying one type of insurance with you then educate them on the various choices and packages that you offer. Don’t simply sell them one type of insurance and assume that they aren’t looking to purchase another. Sell them the benefits of getting home and auto or life and flood insurance with you. The chances are that if you’re selling them the benefits to them then they’ll be thinking less about the price in the end and more about how it will benefit them. Not only that, but it will also build rapport and trust with them if they think that you’re thinking about more than just their coverage in one area of their life. Let them know that you want them to be covered in all aspects where they might need it.
A lot of companies tend to focus on a certain demographic, a certain niche that they haven’t focused on before. It’s a very good campaign to be running, especially if you want to cross-sell your products. This is a way to help creatively bundle different types of products and there are so many demographics that you’re able to choose from when implementing this campaign. Take Newlyweds for example, this niche allows you to bundle things such as homeowners, renters, life, auto and so many more all into one. There are many different ways to set-up and go about targeting specific types of niche audiences, so be sure that you’re partnering with any local business in association with the niche that you’ve chosen.
The last thing you want to focus on, but not the least, is to make sure that you’re staying in touch with your current customers. It’s easy to sell someone an insurance policy and then forget about them completely, much as it’s easy to sell anyone a product and simply leave them to their own devices. Instead make sure you are remembering the important dates in their lives such as birthdays, anniversaries and send out automated e-mails during holidays and for events. Again, going back to being present in a customer’s life, you want to make sure that you are reaching out to them across all platforms. Social media, e-mail, mail, phone, word of mouth and anything else that you can think of.
These are the types of campaigns that your agency should be running in order to boost revenue and to gain awareness. Be present in your customer’s lives and don’t forget about the ones that got away. There are always chances to be had, so don’t hesitate to take them. If you have any questions then please don’t hesitate to contact us! We always love to hear from agency owners and staff members, so we hope to hear from you soon.
