Redefine value
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.
The value > price equation
So, value is more than a cheap price. That’s because a cheap price for a policy that fails to protect your clients or meet their needs, whether physical or emotional, is a lousy value at any price.
Value > Price Equation Flyer
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.
Change the conversation
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.
- “How important would it be for you to be able to replace all the contents of your home, including things like upgraded cabinets and special-order appliances, should the unexpected happen?”
- “How important is it to you that a carrier offers resources to prevent issues from happening in the first place?”
- “Can you tell me about what you would expect from a carrier should you experience an unexpected loss to your home?”
- “What is most important to you when choosing an insurance carrier?”
The impact of Chubb
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.
Resources
Find resources to help grow and retain your business by winning the new purchasing journey of successful families and individuals.
Grow With Us
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.
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