You successfully help a client through the entire sales process, from initial contact, to plan comparison, to final sale. Everything goes well, and the client is quite satisfied with the purchase.
Time goes by, and one day you run into this client at the local grocery store. He says hello and tells you how he wished he had run into you 6 months ago when he needed to make another insurance purchase. The client couldn’t remember your name because you hadn’t kept in touch once your sale was final!
Keeping in touch with your clients is a crucial part of maintaining the relationship and perhaps gaining multiple sales within various lines of the insurance market. It doesn’t take much time, effort, or energy to do a little “something” to help your clients remember you. More importantly, they need to know you are there to help them.
There are a number of simple and easy ways you can stay in touch with your clients during the course of the year. Some examples are:
- A simple greeting card for a birthday
- A copy of your quarterly newsletter
- A quick phone call to make sure they are still satisfied with their purchase
- A personal e-mail
These are just a few ways that you can keep your name in front of your clients. Statistics show that acquiring new customers costs about five times more than re-selling to an existing client, so why not stay in touch and cross sell?