We’re past the halfway mark of 2023, and with the advent of AI and other incredible technologies, customer expectations in all industries continue to evolve rapidly. As an insurance agency, you may have noticed that your customers no longer want to engage with stacks of paper but instead want to apply for products online.
They most likely expect you to respond to questions instantly or employ technology that can do that on behalf of your agency. And, when it comes to claims, they don’t want to hear anything other than “Your policy is ready to pay out.” Rapid, personalized service is the name of the game, and if you can’t provide it, you’ll probably see your profit line diminishing faster than you’d thought possible.
Depending on how well your agency uses technology, you must meet or adjust your client’s expectations of your products and services. Also, you can’t skimp on customer service because existing and potential clients will take their business elsewhere.
Get To Know Your Clients (and Their Insurance Needs)
Picture this scenario. You just saw a home insurance commercial on TV, so you called the number on the screen and bought a policy to protect your assets and secure your family’s financial future. Naturally, you believe that your insurer will have your back should you have to claim, so you sit back and relax, smiling about being insured against unforeseen events.
It is at this point that managing customer expectations is non-negotiable. You want your customers to trust you and know you carry their best interests at heart. At the same time, you need to have an open and honest discussion with them about what their insurance policy will and will not pay for.
Being upfront about the terms and conditions of insurance products and providing solid advice about policies that meet specific needs will put your customers at ease and help them know what to expect.
Transparent Communication
Communication, as any good therapist will tell you, forms the foundation of successful relationships. This statement is true for personal and business relationships because transparent communication builds trust.
The easiest and best way to win client trust and manage expectations is to explain their coverage in layman’s terms. Break down complex insurance jargon into easy-to-understand language and highlight limitations and exclusions.
While you don’t want to ignore the benefits of your products, you should never oversell them or make unrealistic promises. Overpromising and underdelivering is the quickest way to lose a client. Instead, focus on the benefits of each policy, and explain in clear terms what the product can and cannot pay for.
Doing this will help your clients avoid nasty surprises when they file a claim and prevent your agency from getting negative reviews.
Personalized Client Experiences
Personalizing each client’s experience will set your agency head and shoulders above the competition. It may sound like a lot of effort, but if you take the time to get to know your clients and their insurance needs, this part will fall into place. All you need to do is align your available products with your client’s circumstances.
Use the latest technology to gather relevant data and tailor specific policies to your clients. You will elevate your customer service by providing a custom-fit solution for each client, and it will show in your review ratings.
Efficient Claims Process
Many potential insurance clients read up on the claims process before they delve into the benefits of a product they’re interested in. It is a make-or-break moment for them and your agency because the claims process will give you a reputation for being reliable or frustrate your clients to the point that they start canceling their policies.
Technology is a must-have for any insurance agency claims department to process all claims with minimal paperwork. Embrace third-party apps and online tools that allow clients to submit claims online, track their progress, and receive regular updates. Fast, painless claims equal happy clients, especially if they know what to expect from the onset.
Round-the-Clock Customer Support
Have you ever noticed how insurance-related emergencies never happen during office hours? Cars always seem to crash at night, and houses always seem to get broken into on a Sunday.
Offering 24/7 customer support is one of the fastest ways to beat your competition. Whether it’s a midnight fender-bender or a terrible weekend mishap, your customers will appreciate knowing that help is just a call or online message away.
Feedback Matters
If client expectations in your agency are not what they should be, start collecting feedback from your customer database. Listen to opinions, suggestions, and complaints and use them to make improvements where necessary. Feedback isn’t automatically about the negative. Positivity is just as valuable because it will help inspire confidence in other potential clients to seek your services.
Keep Delivering Exceptional Customer Service
While managing client expectations is no small feat, the benefit of the extra effort is that it will help you provide excellent customer service and deliver on your promises.