Hosting or participating in networking events and professional gatherings can be an effective way for you to expand your network and open the door to potential business partners and clients – and also increase future sales opportunities. Below are five strategies to consider.
Insurance Networking Tips
Plan Your Events With Purpose
Carefully identify your goals for each planned networking event or professional gathering. You may want to connect with regional industry leaders with the goal of partnering for future business. Or you could discuss trading leads with a local broker for coverage you don’t offer. You may want to educate others about innovative products and services you’re now able to offer due to a new contract.
Develop a Memorable Introduction
As you craft your elevator pitch (your succinct overview of how you can help others), focus on your experience and the value of your expertise. Explain to prospects how you can cut them through the clutter and find the right insurance solution for their needs.
Embrace Listening Over Selling
When meeting a new prospect or client, focus on active listening. Take a real interest in others and what they are saying – so you’re focused more on what they need and less on how to quickly respond. Give them your full attention, make regular eye contact, and avoid distractions. Ask clarifying questions to ensure you have a clear understanding of their challenges, goals, and objectives.
Follow Up Strategically
If a sale doesn’t result from your initial conversation, adopt a strategic follow-up plan. You can do so over time using personalized emails, LinkedIn messages, or by setting up a face-to-face meeting. Your renewed outreach could turn a casual conversation into a meaningful, professional relationship.
Leverage Your Small Wins
Review the smaller opportunities uncovered at your networking or other event. Perhaps you’ll develop a mentorship, or your brief knowledge-sharing conversation will lead to future business or referrals?
You never know when you meet someone where it might lead. A business partnership? A lifelong customer? Referrals for future new business? All are possible if you are open to it. The flipside, of course, is that it may not lead to anything. Just be aware of the potential . . . and reap the rewards.
Want other ideas about how to build your business? Be sure to check back and read our other monthly blogs. Ask your Word & Brown representative, too. He or she may be able to suggest other ways to promote your agency, attract new business, generate more referrals, and increase your sales.
If you are not already doing business with Word & Brown, it’s easy to get started. Fill out our online registration form, or call us today at (800) 869-6989.
