Why Customers Don’t Buy …
Do you know why the people you have quoted in the past did not purchase insurance from your agency? At Jenesis, we think your Insurance Agency Management System should answer questions like this.
How To Know Why …
The Jenesis Insurance Agency Management System has added an option in Quote Control to allow the user to indicate why someone does not purchase the coverage. We have also added a reporting in Production Reports to track this.
The Process …
Many times when you are working with a prospect and give them the final quote for a policy, you may never know why they decided to not go with your agency. If you have a place to record this information, we think you will be more likely to ask the question and record your results. From there, after you have done a good job for a while in collecting this data, you will be able to review reports to look for trends.
Solutions …
What are you top three reasons why people don’t buy from you? Can you do something about those reasons? Is it price? Do you have all the markets you need to have or do you need training on how to not sell on price but on service and coverage? Is it because you are unable to offer comparable coverage or place the risk? If so, do you need to consider getting markets for those risks or coming up with a referral plan to send them to someone who can help them. It’s a win, win, win for everyone. Don’t think of it as helping your competitor. Rather, think of it has helping the caller, who will appreciate your honesty. Yourself, because you will not only feel great but may get some referrals form that agent in the future.