In the last week, a customer left, no news there, but I have donated to a fundraiser they did and do sort of know them. Yesterday, another customer came in with a gift for me and one of our team. Actually very tasty olive oil. The first one checks more “boxes” that most companies look for and spent at least twice as much with us. The second spends half the amount of money and doesn’t “fit” common profiles of what a company wants. Below was written May 2014 and has only been updated thanks to Grammarly.
One of the better things about working with “newer” people is you get to rethink both positive and negative moments. Analyzing a situation and the steps create a refresher course for me and have even helped open my eyes to missed, unnecessary and better steps that can benefit all of us;
This post on closing vs. opening has continued to come up. Sometimes it comes out as ” Just go make some new friends and see what happens…” other times as ” Just see how you can help them..” or “See if he/she is going to that event and if not invite them”
I wrote, “Want to improve your world, start with reading this..” and I suppose I meant it in October 2012. But, since then I’ve changed quite a bit and so has the world.
Coincidentally, I am in a bit of a reading lull. My morning reading time is absorbed by writing and a larger project that needs to get done. I also have several books and magazines backed up. Fortunately, there is Audible and still a fair amount of driving happening so I am not completely without.
Well, I have some relevant experience lately and this post from 2010, updated in 2015, is the same advice I followed and still give out. But, along the way there where several missed opportunities to add value to an insurance brand.
- So your car is on its way to the shop or in the shop and you need a rental. Now, my experience with Hertz and Enterprise was as expected; average. Nothing bad nothing worth noting. What would I like to see different?
- There are ALOT of people who cannot or it would hinder them to have to give the $50-$100 hold on their credit card for the rental. This can be an easy fix
Circa October 2010, none of these really need/deserve a full reboot and it looks like I made slight updates in May 2015
First, let us take a moment to thank Grammarly. Like you, I’m busy and miss things. Old posts had lots of silly, mostly lazy, mistakes.
Your updated disclaimer; I value time more than I did in October 2010 and, as my available time seems to diminish and priorities shift, even more than in May of 2015. What does this mean? Well, I am not sure that I held back then and the only stuff I hold back now is proprietary stuff. Even that is shared with certain audiences.
But really, I call them Friends and Acquaintances;
“There are no strangers here, only friends you haven’t met yet” William Butler Yeats
A bit deep on Friends from 2015 coincides with a training session with some pieces that are a bit off
I’ve never quite fully understood the philosophy of “A, B and C customers….” In the sense that I completely understand what is being said; focus your time on energy to produce a better outcome. Great. But, on the other hand, when you see in insurance today can partially be attributed to widespread use of this kind of attitude.
I’ve adapted a fair amount since this September 2014 post http://theinsurancebill.com/?p=418
But, maybe reinforced my thoughts is a better way of thinking about it.
- I define winning, no one else
- I compete against myself, no one else
- Anyone interested in purely defining me or my company by numbers only isn’t going to get very far with me
- Context around numbers is really important
- Many of the metrics, KPI’s, etc. used in insurance are flawed. And generally not going to work for the next decade and beyond
The big difference between this in 2012 and today is the level is higher
Don’t sell me……….Help me buy
I’m not about to say “selling is dead” or something silly like that. What I am saying is being a resource beats being a salesperson. Do you know things that can help the person buy today? YOU BETTER. How about so things look better in 6,12, 18 months and beyond? I REALLY HOPE SO. Are you willing to let them go now because your sale today actually doesn’t help the person you are taking money from? YES
Period. Full Stop. “buying is the new black” or whatever clever line you can insert. The original post is here http://theinsurancebill.com/?p=197
You can insert your own example of my microwave/hood combo. This week it was a charitable thing that has yet to put an easy PayPal link on their website. I’m not against paying you, but I need a way to do it and YOU NEED TO ASK.
It has been six years and I have yet to hear anyone say ” Please sell me insurance…” yet unfortunately many are still trying to do it, still. Sad, but on the other hand, those of us that are helping people buy are likely as busy as us.
A little longer but a slightly updated version of http://theinsurancebill.com/?p=194
Was getting “ranty” so paused.
When paying attention to #insurtech things I have a basic thought process. Essentially looking at how I can apply it to our customers and then scale. Second is can it hit the three silos of sales/marketing, underwriting, claims. It is a “buying process at that point. I’ve already made up much of my mind on what I am looking for…at least currently.