Today’s consumers often substitute “value” for “cheap.” However, value is obviously much more than a cheap price. Consider this thought-provoking value equation to expand the definition of value beyond price when speaking to your clients or prospects.
Help your client think about value as more than just a low price. Expand their definition of value beyond price to include cost avoidance, utility, and impact.
To design an effective strategy for your clients, ask probing, open-ended questions like the ones that follow to uncover how the client is defining value. Then use personal stories to help them understand the value their premium insurance policy provides.
One way to illustrate how value is far greater than price is by sharing personal stories with your clients and prospective clients about people like them who have experienced a loss and appreciated working with you and Chubb.
“I feel privileged to be a client of Chubb. I feel secure.”
Carol was devastated after major water leaks damaged the home of her dreams. But Chubb was there to make her whole again.
“I have complete confidence in them and complete trust.”
After Gerry’s home was caught in a devastating wildfire, Chubb told him about coverage he didn’t even realize he had.
“Having confidence and trust in Chubb to handle everything else allowed us to really focus on the kids.”
When Kirtley and her family lost their home in a fire, Chubb was committed to making their lives easier every step of the way.
Agents and brokers are vital to Chubb’s success. To help you grow faster and more efficiently, we’ve created resource centers, tools, and programming you can use, and are actively investing in research and partnering with industry experts to share with you the best ways to understand and work with successful families and individuals.Explore