10 Sales & Marketing Tips to Help Agencies Grow

1. Get Out of the Office. Attend events where you can mingle and meet people.
2. Be a Guest. Reach out to local organizations that may be looking for guest speakers for luncheons and meetings. Demonstrate your expertise in front of an audience of potential clients or partners. Talk about it on social media.
3. Network! Get out of the insurance bubble and attend other professional events that are open to the public. Get to know the real estate agents, builders, small business owners, aspiring leaders, philanthropists and other active groups in your community.
4. Dog Park Prospecting. Visit dog parks and trails. Hand out poop bags or treats with your business cards.
5. Testimonials. If you have a happy client, get a testimonial! Testimonials can be key to winning over skeptical potential clients. Feature testimonials on your website, social media, e-news or direct mail marketing. (Make clear to the client that you would like to use their testimonial as a promotion and ask how they would prefer to be identified.)
6. Know the Pros. Get to know and be trusted by local car salespeople so they will refer buyers to you. Get to know and be trusted by local mortgage brokers so they will refer buyers to you.
7. Stay Up to Date. The old adage says it’s less expensive to keep a client than to land a new one. So, make sure your current clients are kept up to date on the information and changes that could impact their policies. Check in to see if they have had any life changes and could benefit from a reassessment of their insurance needs.
8. List the Qs. Did a client call with a question? Chances are more people are out there asking the same thing. Keep a running list of client queries to use as content for blog and social media posts.
9. Repurpose Your Content. Did you give a presentation? Turn it into a blog post and a video. Did you write a blog post? Put it in your e-news and promote it through social media. Don’t reinvent the wheel if you can get three to five touchpoints out of one piece of content.
10. Social Media Calendar. It can be too easy to fall into the trap of posting on social media based on whenever things pop up. Instead, be purposeful. Plan blog posts and social media posts that relate to the changing needs of clients throughout the year. Does your agency participate in fundraising or 5Ks or food drives? Make sure those events get on the calendar before, during and after. Create the content in advance so it is ready to post. If changes occur, tweaks can be made on the deadline.