The key to growing a small insurance business is developing and maintaining solid customer relationships. This involves not only being easily accessible to existing customers, but also tracking insurance leads from the moment you receive them through the conversion process.
Smaller insurance agencies often do not have a formal method for planning and tracking CRM. Each sales agent may have his or her own unique method of tracking customer care and lead follow-up, which makes it difficult for agents to cover for each other.
If you think it has to be this way because you can’t afford any kind of electronic customer relationship management tools, think again. There are several free and low-cost tools developed specifically to help small businesses grow:
ZohoCRM offers a free account for up to three users. Agents can use their accounts to manage insurance leads, keep current with existing accounts, access contact information and find sales opportunities. The program also allows agents to compile basic reports.
One of the most popular tools, FreeCRM.com allows agents to update contact information, track leads, and keep track of customer service issues. The program also offers an automated sales process which agents can follow to increase their conversion rates. As the business grows, you can upgrade to a low-cost Professional account.
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Reflect CRM Software
This free software doesn’t offer all the features you may want, but it does allow agents to store items, notes, and to-do lists specific to each customer or lead. Agents can also customize reports. This is one of the few types of customer relationship management software that is compatible with both Mac and PC.
Salesforce isn’t exactly free, but at plans starting with $5.00 per agent per month, it is certainly quite affordable, even on a tight budget. The software makes it easy to keep track of existing accounts, contacts, leads, tasks that need to be completed and events. It is compatible with Microsoft Outlook and Google applications. It also allows agents to customize reports. As your agency grows and acquires more agents, Salesforce offers several options for upgrading your account.
Good customer relationship management is at the heart of any successful insurance company. Don’t let hit-or-miss follow-up keep your agency from growing and expanding. Use free or low-cost software to manage your existing clients and insurance leads and make sure that the people who turn to your agency for help get the follow-up they deserve.