Marketing your customer base is important to
maintain workflow. When talking about
marketing to shops I hear "I have five DRP's, they keep me
busy". My question to them is how
many of them are repeat customers and how many are new. My bet is most of them are new. Relying on
your DRP to market for you makes you susceptible to their ebbs and flows
negatively affecting your workflow.
By marketing your customer base you retain your customer regardless of their
insurance company affiliation. There are
numerous commercials luring customers from one insurance company to another and
unless you are a DRP for all of them your customer could be directed to your
competition.
By staying in contact with your customer you
develop loyalty that will help combat insurance company steering. Customers want to know they have somebody
that can help them when they have an accident.
When you have stayed in touch with them they will turn to you, when you
haven’t, they will rely on the insurance company recommendations.
There are many tools available to maintain
contact with your customers as well as different methods. Which method or tool you use depends on your
marketing target. I recommend you do a little research before you pick one or
maybe two to reach your customers.
What are you doing to stay in touch with your
customers?
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