- 1,908
I think there needs to be a clarification about "Selling" on the Web.
We all do it different ways:
Selling on the Web #1:
You've established a website that can:
Volume-wise, it's an excellent way to earn money, while never, or rarely, leaving the confines of your house; whereby you can make your own hours. If you are with an agency, or have sub-agents, it's POYFECT.
Selling on Web #2:
You have a website presence, that promotes your company, the names of the Insurance Carriers perhaps, and the different lines you carry. There may, or may not, be a fillable form for the prospective member to complete and e-mail to you. You have your contact information, should anyone want to call or email. You may have a page or two of information, maybe a blog, that people can view.
Volume-wise, it's okay, but it's more of a "go to my website" to get information, or to send a RFP to you, rather than you having to schlep all over town to hand deliver those forms. You are on the phone, or in front of the prospective client more, and there is more opportunity to build a relationship. The site is more of an "auxiliary" you, rather than a "web" you. If you are an independent, or sole-proprietor, this is the ticket. It's not replacing you, but still allowing you to be there, in front of your prospects, when you are unable to be there in person. What you may lose in initial volume, you more than make up for in persistency. Clients don't drop you as quickly, and tend to let you offer them affiliated products.
Selling on Web #3:
You don't have a website, all you have is the unique link that each provider e-mails to you, so that you can send it to your prospects, when they are ready to fill out an application. You don't want the internet to take the place of you, and you still do alot of face to face, only digressing when it's application time, telling your prospects that an online application is a win-win situation, because they can do it at their leisure, and you can be "in the loop" as to follow up.
Volume-wise, it doesn't register, but that's not important to you. You still have paper apps in your file boxes in your trunk and at your office for people to fill out and mail in to you. This keeps you in control every step of the way, and builds you as the "expert" in this area to your clients. The web actually hampers your relationship, and your feeling is, "if I can't go to them, or have them mail me the paperwork personally, then what kind of service am I really providing?", and you have a valid point.
It depends on you, as an individual, as to what way is best.
For me, personally, I am a #2 type. To me, personally, a #1 is just out for volume, and cares less about building a relationship, and a #3 is a dinasour, not willing to change with the times.
My two cents worth.
We all do it different ways:
Selling on the Web #1:
You've established a website that can:
- provide carrier and product information
- accept online quote requests
- routes the quote requests, via internet or phone
Volume-wise, it's an excellent way to earn money, while never, or rarely, leaving the confines of your house; whereby you can make your own hours. If you are with an agency, or have sub-agents, it's POYFECT.
Selling on Web #2:
You have a website presence, that promotes your company, the names of the Insurance Carriers perhaps, and the different lines you carry. There may, or may not, be a fillable form for the prospective member to complete and e-mail to you. You have your contact information, should anyone want to call or email. You may have a page or two of information, maybe a blog, that people can view.
Volume-wise, it's okay, but it's more of a "go to my website" to get information, or to send a RFP to you, rather than you having to schlep all over town to hand deliver those forms. You are on the phone, or in front of the prospective client more, and there is more opportunity to build a relationship. The site is more of an "auxiliary" you, rather than a "web" you. If you are an independent, or sole-proprietor, this is the ticket. It's not replacing you, but still allowing you to be there, in front of your prospects, when you are unable to be there in person. What you may lose in initial volume, you more than make up for in persistency. Clients don't drop you as quickly, and tend to let you offer them affiliated products.
Selling on Web #3:
You don't have a website, all you have is the unique link that each provider e-mails to you, so that you can send it to your prospects, when they are ready to fill out an application. You don't want the internet to take the place of you, and you still do alot of face to face, only digressing when it's application time, telling your prospects that an online application is a win-win situation, because they can do it at their leisure, and you can be "in the loop" as to follow up.
Volume-wise, it doesn't register, but that's not important to you. You still have paper apps in your file boxes in your trunk and at your office for people to fill out and mail in to you. This keeps you in control every step of the way, and builds you as the "expert" in this area to your clients. The web actually hampers your relationship, and your feeling is, "if I can't go to them, or have them mail me the paperwork personally, then what kind of service am I really providing?", and you have a valid point.
It depends on you, as an individual, as to what way is best.
For me, personally, I am a #2 type. To me, personally, a #1 is just out for volume, and cares less about building a relationship, and a #3 is a dinasour, not willing to change with the times.
My two cents worth.