The Play

Help improve cross-sell to current customers through well-timed outreach from the customer’s agent as soon as that customer is seen in-market, shopping for a new policy.  Knowing which customers are shopping for which products helps enable your agents to target and tailor their outreach to deliver a better consumer experience.

Approach

Given agents don’t always call existing customers, a dialing cadence should be limited to 1 or 2 calls that begin as soon as you see the consumer is in-market for a policy they don’t currently have with you.

Content Recommendations

The dialogue should be positioned as a check in to make sure the customer is satisified with their exisiting policy/policies and if they have any questions or needs for additional insurance.

Ideally, the customer will provide more insight into their recent shopping activity, helping the agent position the benefits and value related to purchasing an additional policy with you.