Think TED Talks, where speakers have no more than 18 minutes to convey their message. Could you give an overall briefing about what, how and why you do what you do in 18 minutes or less?
In today’s world, if a client is worth keeping, he or she is worth being treated like a VIP. However, there are different standards of VIP service, depending on whether they are A, B or C clients.
Our studies continue to show that the bottom 25% of clients in the average agency account for less than 5% of revenue. (If you’re questioning this as you read it, don’t guess that I’m wrong without knowing your real numbers.) So should they be treated as VIPs? If you decide to keep them, yes. While every client is entitled to a great experience, your A clients should receive different service than your B clients, just as B clients should get different service than C clients.
Keep in mind that not everyone will want an annual review or a formal risk survey, in which case they can go elsewhere. You want clients who are committed to having a professional relationship with you, not a relationship based on buying and selling a commodity.
We'll deliver the newest blog posts, news, and insurance agency tips right to your mailbox.