No one likes a “sales-y” salesperson. Be yourself when you’re networking and meeting with clients, both those with whom you have an established relationship and potential clients. People will pick up on superficial or duplicitous behavior, and you don’t want to put people off just by not being yourself.
Showing off your personality also helps you click with clients who are a good fit for you and your business. You’ll be able to connect with customers and better serve them if they appreciate your personality. Being tactful, honest, and real with your customers is more likely to result in increased referrals and higher customer satisfaction, as authenticity sets you apart from other agents and helps you build better relationships with your customers.
Being active on social media will boost your credibility by showing that you are:
- Well connected
- Actively partaking in relevant conversations
- Up to date on the latest news, trends, and changes in your industry
Social media is a free, widely accessible tool that can help business owners and small businesses, such as independent agents and small insurance agencies, build stronger business relationships, customer relationships, and organically market products or services. For more on using social media to boost your business, see: Using Social Media to Improve the Client Experience.
Be prepared to serve a variety of clients by diversifying your offerings, taking advantage of your resources (training, agency partnerships, classes, etc.), and staying on top of your deadlines and to-dos. Research plans that work for your clients’ lifestyle and budget before you meet with them. Efficiency goes a long way in providing great customer service.
Don’t set expectations you can’t meet. Don’t make guarantees you can’t keep. Your clients should be able to hand over their paperwork and trust you to take care of it, but you need to give them realistic timelines and deadlines. Work well within your clients’ budgets rather than upselling them on something they don’t really need. The more reliable you are, the more likely your existing customers are to recommend your services.
Showing current and potential clients that you’re an expert in your field is imperative for building trust. Your clients look to you to do the preliminary research, find and recommend coverage options that fit their lifestyle, needs, and budget, and streamline their enrollment process. In order to make the process simpler for your clients, you have to know what you’re talking about and prove it. Again, this comes from networking, continuing your education, and staying actively engaged in ongoing conversations on social media and other industry news outlets.
Being professional, authentic, and well-informed are basic but vital characteristics of a trustworthy agent. Honor your clients’ needs, budgets, and concerns above your own. Stay well-informed and educated, share your expertise with your social networks, and be sure to offer a diverse selection of products and services in order to serve each unique client to the best of your ability. Great customer service goes farther than you’d expect.
For more on how to better connect with your clients, see:
3 (Big) Reasons Good Customer Service Matters