Ask The Expert

What is your recommendation for re-emailing/contacting clients? (Timeframe, frequency etc.)

There are as many schools of thought on this as there are phone scripts. Since I'm not a sales trainer, I can answer this as a marketer whose job it is to get you a prospect's attention.

Once you get a prospect, you should do everything in your power to own the word INSURANCE in their mind - even if you never speak to them. You can do this through repetitive marketing (postcards, email, newsletters, webinars, etc.). It's helpful to keep in mind there are a large percentage of people who want a quote are not ready to buy RIGHT NOW. (Shocking isn't it!).

But don't lose heart.

They've given you permission to talk to them. Over and over. And when that time is right, and your marketing material has been in front of them constantly, guess who they think of when they're sitting there at home? "Hey, honey, pass me that postcard from that insurance guy whose always sending us stuff."

With that said, reach out to them at least once a week for the first 4-6 weeks, then monthly afterwards. I would recommend investing in an autoresponder tool for around $50 a month or so that can automate all these responses for you. You just set it up one time and off it goes, delivering persuasive marketing messages while you sleep.

		Jeremiah Desmarais is Director of Marketing & Creative at Norvax. The author of several white papers and articles, he has spoken at carrier seminars on technology's impact on insurance sales, and has been a contributor to the Agent's Sales Journal and Health Insurance Underwriter. He is also editor of the Norvax Newsletter that delivers helpful sales articles, tips and marketing strategies to 15,000+ Insurance Agents monthly. He welcomes feedback at jdesmarais@norvax.com
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