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Strategies for Client Retention

  
  
  

Medicare SupplementsClient retention is an ongoing process that starts with providing excellent service and continual client contact from the very first contact and continues throughout your relationship.

Here are a few strategies you can employ to retain more of your existing clients:

  1. Respond to your client’s needs by changing your sales pitch for those who need you to listen and communicating via email, phone calls, or face-to-face meeting to show you care. Also, follow-ups like a newsletter, cards, or surveys will also help you clients know you care about them as a person rather than a number.
  2. Put your client’s needs first, listen to what they have to say, and make note of what is important to them. When you show how your customer service will exceed their expectations they will willingly contact you again with their questions, concerns, policy changes, or need to change a product or service.
  3. Meet your deadlines, call when you say you will, and show that you are responsible and that your clients can trust you to do what you say you will do.
  4. Treat them like you would any other business associate. Look out for their best interest, take their concerns seriously, and ask questions to meet both their current and future needs.
  5. Use referrals, testimonials, and other endorsements to allow others to speak for you and show your expertise within your field. This will give you credibility in your business and confirm your client’s decision to choose you to guide them with their supplemental insurance needs.
  6. Give your clients your all and gain their loyalty. When you have a strong base it will also be easier to leverage those testimonials to new clients.
Retaining clients takes time, energy, and a strong focus on building those relationships.  However, it is worth the effort in the end.  While you are prospecting you will have the residuals of your happy clients as supplemental income to help drive your business. After all, it is 5-10 times more expensive to find new clients than it is to retain the ones you already have on the books.

 


What have you found most important in retaining clients? Do you have any techniques that you use that would help other agents be successful?

Source: Insure Me


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Comments

Find something you have in common or find interesting with every client you have/trying to get- and speak openly and honestly to them about it. (Pretend if neccessary) Record what you shared, family info or "Hot Button Info" in their file-Religiously! Review it before you touch base or even before you take their calls. "Personal Rememberings" will show them you care about them, even though you are BUSY BUSY BUSY, and wish you had more time to "chat." This works for me!
Posted @ Saturday, April 16, 2011 4:28 AM by JIM HUFFORD
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