Set yourself apart

In some industries, sales professionals may consider matching competitive offers. But in doing so, they risk devaluing their original recommendations and cheapening their image. As an independent insurance expert, you must set yourself apart by differentiating yourself from your competition and reinforcing the value you deliver on a regular basis.

Differentiate yourself

Research shows that only

39%

of sales professionals believe what they offer is meaningfully different.*

But you must be able to sell your value and differentiate the strategy, products, and services you provide.

*Reilly Training research

Tactic

Document points of differentiation

To get started, discuss these ideas with your team:

  • The suite of products and services we offer – How is it different and better than what our competitors offer?
  • Our agency – How are we different from our competition?
  • Our people – What makes us stand out?
Start with this simple worksheet Start with this simple worksheet Start with this simple worksheet

Start with this simple worksheet

By identifying the differences that make you outstanding in the market, you’ll be able to better explain to clients what makes your offering different.

Download the worksheet Share

Reinforce the value you deliver

Once your clients have made a purchase, they may experience remorse – especially if they’re bombarded with mailers and campaigns advertising cheaper premiums.

Value Reinforcement Campaign Value Reinforcement Campaign Value Reinforcement Campaign

Value Reinforcement Campaign

Learn how to keep your clients by using simple, actionable tactics each day to reinforce the value you add.

Watch the video Share
Tactic

Thank, remind, and audit yourself

To help your clients feel good about their purchase and their relationship with you, take these three steps to reinforce the value you deliver. Most will only take a few minutes, especially if you set up a quick template and customize it with your clients’ name each time. This will save you time in the long run because you’ll be proactively reaching out instead of reactively dealing with inquiries or complaints.

green write icon

Document your value-added services by sending your clients:

Thank you letters, emails, or instant messages highlighting your value-added services

Client service reviews highlighting the action taken to fix issues
(these are great to post on your social media too)

like icon green

Actively “value remind” by:

Asking your clients to write a testimonial for you

Sharing positive information about you, your company, or the product
(such as an award you’ve just received) via email or social media

green audit icon

Conducting a value audit, either formal or informal, to check on your
performance with the client. This lets you:

Understand what they need

Correct issues before they become complaints

resource center

Resources

Find resources to help grow and retain your business by winning the new purchasing journey of successful families and individuals.

Grow with us

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.

Explore
Best Biz Award