Increased use of internet may be forcing agents to adjust their sales strategies

Posted on: Friday, June 03, 2011

While insurers and agents with a boots-on-the-ground mentality will always thrive in generating insurance leads, a new study is revealing why it's also important to be tech savvy.

According to J.D. Power and Associates, new insurance customers are turning to the world wide web to obtain auto insurance quotes at a higher rate than ever before.

Jeremy Bowler, senior director of the firm, said this new reality is forcing insurers and agents to adjust their action plans.

"This transition to websites as the dominant lead-generation channel is an important shift for insurers to recognize and address in their marketing and sales strategies," said Bowler. "Customers are clearly more often looking to insurers' sites or third-party sites
in the early stages of the shopping process, and this behavior is blurring the lines of how we traditionally think about the discrete sales channels."

While more people are turning to the internet to obtain the insurance information they need, maintaining a relationship with insurance customers is an important part of the sales process as well. The study found that the other half of insurance quotes were mostly provided by agents.

Posted In: Insurance News, Marketing & Advertising

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