One of the decisive factors for the success of an Insurance Broker is his ability to identify and know how to deal with the real needs of the insured. Some initiatives facilitate this understanding and enable more precise actions to this end.
Bear in mind that the insured has demands that can and must be met by the Broker. Positive responses, customer loyalty, and satisfaction are the rewards. Read on and learn how to achieve this goal!
meet the customer
To identify the customer’s needs, it is necessary to know him, that is, to know the profile involved, the financial condition, and the main objectives that guide the actions of this customer. The more information, the better. In addition, it is important to know how to identify the main types of customers, among which stand out:
- undecided and decided;
- attentive and inattentive;
- confused;
- communicative;
- negotiators;
- hurried.
Each of these types requires a different approach to recognizing the real needs they present. At the same time, consider the characteristics of investor and protector, especially family members.
Have a broad knowledge of the market
There is no way to identify the needs of the insured without having enough information to offer solutions for the pain that he presents. It takes extensive knowledge of the market in order to know what and where are the best alternatives to serve the insured.
Thus, it is not enough to know what is available but to follow the main trends and have an affinity with the solutions brought by technology to improve service. Faster and more accurate responses are of great value to any customer, especially rushers and negotiators.
Customize the offer
The personalization of service means that the approach is made with a focus on knowledge of the customer’s profile and aimed at meeting their own needs. For this reason, it is so important to get to know you and know your real expectations.
Many customers are quite definite when it comes to receiving personalized service. At the same time, the more informed an insured is, the more exclusivity he will require in the treatment he expects to receive from the Insurance Broker.
Improve communication skills
All previous knowledge acquired in order to identify the needs of the insured will only be useful if the Insurance Broker’s communication capacity is really efficient to the point of satisfying the client. It is about knowing what and how to say it in a clear and reassuring way.
Communicating well, generating security, and earning the insured’s trust will make all the difference. It is in the understanding of what your client wants and in the way of serving him that the success of the CLU Insurance Broker’s work lies.
Thus, take into account that the needs of the insured will be more readily met the more the professional knows the client and the market. With this, you will be able to customize the service and translate the solutions for the demands that you perceive from the customer.
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