17 Oct Connecting: Secrets For Improving Your Communications with Clients
If you’re not trying to connect with millennials and turn them into potential clients, then you’re losing out – on a lot! Earlier this year, millennials (defined as anyone ages 18 to 34 in 2015) surpassed Baby Boomers as the nation’s largest living generation, according to the Pew Research Center. There are now 75.4 million millennials living in the United States, many of which could be potential insurance consumers.
As an agent, targeting and connecting with millennials requires a different strategy and approach than other generations. However, it is possible to successfully engage and connect with potential younger clients in the internet age and turn them into consumers.
- Get off the phone. Millennials rarely use their phones to make actual calls or even check their voicemail. Instead, they prefer written communication, such as text messages and emails, especially when it’s short, sweet, and to the point. According to a 2016 survey by OpenMarket, 75 percent of millennials choose texting over talking, and full 19 percent say they never check their voicemail. When you meet younger generations in their comfort zone, you’ll find they’re more likely to engage with your agency.
- Try other platforms. It might not seem natural or normal to connect with potential clients through social media, but if you’re looking for younger consumers, that’s where they are. Additionally, it’s important to know which platform to connect with them on. While Facebook is still the most largely used social media platform, the demographics are starting to skew older as younger generations abandon Facebook for other sites, such as Twitter, Instagram, and Snapchat.
- Make it worth their money. According to data from Morgan Stanley, while U.S. consumer spending grew five percent for other populations in 2014, it only grew three percent for 25 to 34-year-olds. It’s a well-known fact that the younger generation is straddled with student debt and working entry-level jobs that barely pay their bills, so you need to prove that your policies are worth their money. Show your value, be open to negotiation, or throw in some perks to help sway their opinions.
- Provide reviews and testimonials. One quick glance at Amazon, and it’s clear that the online community, especially younger generations, love to not only review products, but also read reviews and rate how helpful they are. Provide your own testimonials or open your agency up to reviews as a way to provide valuable information to potential younger insurance consumers (this also helps establish that it’s worth their money) and also gain and build their trust.
Things can change quickly in the internet age, which sometimes makes it easy to get overwhelmed. But the good news is a lot of the changes actually make it easier to connect with younger generations in new and unique ways. If you and your agency are open to trying new things, you’ll find that connecting with a younger generation and turning them into potential clients is a worthwhile pursuit.