5 Best Strategies for Virtual Auto Insurance Sales

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Contrary to auto insurance selling techniques of the past, today’s agents must spend more time in their offices and less time visiting clients in the field. 

Auto insurance prospects increasingly demand a digital experience when gathering quotes and requesting customer services. They also expect a personalized experience customized to their needs.

Meeting modern consumers’ expectations requires you to work from a virtual selling platform with a full set of digital tools. 

Beyond meeting customers where they are, virtual selling allows you to reach a broader customer base, cater to diverse schedules, and stay competitive in today’s digital market. Such an approach helps you survive and thrive in today’s insurance sales environment. 

In this article, we give you 5 of the best strategies for selling auto insurance virtually to grow your client base and increase revenue. 

Shortcuts:

1. Focus on Preparation for Virtual Auto Insurance Sales

2. Investing in the Right Tools and Technology

3. Generating and Nurturing Leads Virtually

4. Conducting Virtual Sales Consultations

5. Leveraging Analytics and Metrics

1. Focus on Preparation for Virtual Auto Insurance Sales

A virtual sales approach doesn’t require you to print multiple quotes and pack up your briefcase as with traditional auto insurance sales. You can best prepare for appointments by understanding your target audience and building a strong online presence. 

Understanding Your Target Audience

A good first step toward understanding your customers is to learn more about them. You can do this by identifying and documenting your target audience’s demographics, preferences, and pain points. 

Here is a list of other helpful data to collect:

  • Age
  • Income
  • Number of vehicles
  • Garaging locations
  • Tickets and accidents
  • Homeowner status
  • Age of drivers
  • Students away at school
  • Security devices
  • Willingness to try a telematics device
  • Premium payment mode (e.g., monthly, quarterly, annually)

There is also value in learning about your customers’ preferred communication channels. Some people may prefer email, while others prefer to speak with you by phone. 

It’s also important to document your customers’ needs and pain points.

For example, if customers complain that the cost of auto insurance is too high, they’ll appreciate insuring with an auto insurer that offers plentiful discounts. The more discounts you can find for them, the happier they’ll be. 

Auto insurance shoppers who aren’t as concerned about the cost may be more interested in getting the best coverage. You may win them over by offering them the coverage they need and outlining a policy’s features and benefits. 

Drivers who have had a poor past claims experience will be looking for a financially strong company with a good record of paying claims. 

Build a Strong Online Presence

If you don’t have a website, you’ll need one. If you have one, when was the last time you took a good look at it? 

In reviewing the customer’s journey through your website, ask yourself the following questions:

  • Is my website intuitive? 
  • Does it lead customers seamlessly from one page to another?
  • Is it mobile-friendly?
  • Does it adapt easily to different screen sizes? 
  • Does it load fast? 
  • Is it legible without zooming?

Pay attention when you get feedback from users and refine the design accordingly. 

Consider that your website can offer a wealth of information for your clients. 

What does a strong website look like? The following elements will keep your customers and prospects engaged enough to return to your website again and again:

  • Informative blog articles
  • Highlights of industry trends
  • Explainer videos
  • An FAQ section

These types of entries will improve SEO and attract organic business. A functional website will also help you build consumer trust by showcasing your expertise. 

Leverage Social Media to Reach Prospective Clients

Social media is inarguably one of the most effective advertising efforts, as half of the world’s population uses Instagram. Smaller percentages of people use TikTok, LinkedIn, X, and Snapchat, per Pew Research data. 

Social media can serve a wide variety of purposes, including showcasing customer testimonials, answering queries in real-time, and sharing educational content like tips on saving premiums or understanding policies. 

Interactive features, such as polls, videos, and live Q\&A sessions foster engagement and personalization. 

With analytics, insurers can track user behavior, refine strategies, and boost conversions. Analytics make social media an effective, cost-efficient channel for virtual insurance sales.

2. Investing in the Right Tools and Technology

Virtual appointments will save you money on gas and wear and tear on your car. 

Nevertheless, you will need to invest in the right tools and technology to work professionally and efficiently. Arm yourself with the best CRM, online quoting system, and screen-sharing tools you can find. 

Customer Relationship Management Software (CRM)

CRM software is a critical tool in the insurance industry. You can’t operate effectively without one. 

Your CRM will help you track leads, gather data, track interactions, and automate tasks. It will even track and document your commissions. 

You can expect to boost efficiency, enhance relationships, and improve retention with the help of your CRM.  

Online Quoting Systems

As an insurance agent, it’s nice to speak with clients in person or on the phone. Yet, many of today’s customers prefer online quoting to save time. 

An online quote tool not only streamlines the process, but also reduces errors and saves time for customers and agents. 

The ultimate benefit of online quoting is increased conversion rates. 

Screen-Sharing Tool

A quality screen sharing tool like CrankWheel is critical in selling auto insurance virtually. This tool is simple and ultra-easy for you and your customers to use. 

Here are some of the ways CrankWheel software can enhance virtual auto insurance sales appointments:

  • Supports seamless integration with CRM tools
  • Shares your screen during appointments
  • Records screen-sharing sessions
  • Allows you to give your customers remote control of your screen
  • Provides a preview window to view
  • Redirects customers to a specific page automatically
  • Allows you to create personalized videos and slides to share with customers
  • Connects with customers quickly using a hassle-free link
  • Requires no software installation
  • Works with almost every browser and device

CrankWheel enables nearly instant, hassle-free communication with customers. It’s the perfect tool for reducing friction while increasing engagement, enabling you to close deals faster in a virtual sales environment.

3. Generating and Nurturing Leads Virtually

Before you can start scheduling appointments, you’ll need to get a stream of virtual leads coming in. 

Maximize your sales potential by leveraging lead generation strategies, including online marketing techniques, referrals and reviews, and personalized communication. 

Effective Online Marketing Techniques

As noted earlier, leveraging SEO strategies on your website will improve your visibility on search engines, making it easier for organic traffic to find your business.  

You can also expect good results when you tailor your email campaigns to different customer needs. Check out this article that contains 6 Tips to Improve Your Sales Emails Overnight. 

It pays to spend some time segmenting your leads based on various customer needs and life stages (e.g., student drivers entering college, attaining senior age, etc.)

Invest some time into learning how to personalize your communications from the initial contact through your follow-ups. 

Salespeople in all industries generally find success with pay-per-click (PPC) ads using key insurance keywords. 

This type of advertising places your ads directly in front of users who search for terms like:

  • Auto insurance
  • Car insurance
  • Auto insurance quotes
  • Car insurance quotes
  • Cheap car insurance
  • Car insurance comparison
  • Auto insurance agent near me

Using these types of keywords will attract qualified leads and provide you with measurable results, making it a cost-efficient marketing strategy.

Leveraging Referrals and Reviews

Happy consumers are eager to tell others about the products and services that have served them well. A good way to spread the word is to encourage them to leave online reviews about you and your agency. It’s a passive way to get referrals. 

Certainly, you network with other professionals in town regularly. Chance encounters give you an opportunity to talk a little business with them. It’s a great way to learn about their marketing practice and customers, which can help expand your referral network. 

4. Conducting Virtual Sales Consultations

A benefit of virtual sales that people don’t talk very much about is the ability to control your environment. 

Insurance agencies are generally bustling with activity. Phones are ringing, fax machines and scanners are running, and agents are scurrying about. Underwriters and representatives from insurance companies make occasional appearances. 

It can be challenging to conduct a virtual sales consultation with so much chaos going on in the background. 

Choose a quiet space that’s free of distractions so you can focus intently on working with clients. 

Setting Up Your Environment for Success

In the best-case scenario, you can conduct appointments from your home office. If that’s not possible, any room in your home works as long as you and your customer won’t be distracted by noise or movements. 

Alternatively, your agency may have a private, dedicated room or conference room for hosting appointments that you can use when needed. 

Be sure to use high-quality audio and video equipment to ensure you appear professional. Test it beforehand to make sure your customers can see and hear you clearly. 

Establishing Trust and Rapport

At the start of the appointment, affirm that the customer has time to speak with you and assure them that you’ll respect their time constraints. 

Introduce yourself and your agency warmly. Share a bit about your business and the insurance company(ies) you represent. 

While you have prepared lots to say, it’s equally important to hear what they have to say. Use active listening throughout your presentation to ensure you hit the topics they’re interested in. Ask if they have questions periodically. 

As always, be sure to explain complex terms and industry jargon in simple, straightforward language.

Presenting Auto Insurance Options

As you proceed with your presentation, use visuals like slide decks and videos to explain coverage and drive home the most important points. 

Remember, you can give your customers control over the slides remotely when you use CrankWheel to allow them to select their must-have features and options.

As you learn even more about your customers, you can easily tailor your recommendations to the customer’s unique needs and budget.

Overcoming Objections

There’s a good chance your customer may bring up some concerns or objections about what you’re presenting. 

Prepare for them proactively by reviewing common objections and having ready answers. If you can’t overcome an objection on the spot, tell the customer you’ll get back to them. Be sure to follow up. 

While your customers may be focused on price, a good auto insurance salesperson knows that emphasizing value and benefits is the key to closing a sale and gaining a loyal customer. 

5. Leveraging Analytics and Metrics

A quality CRM can track your lead conversion and retention rates. Schedule time in your week to pull reports and review them. Leverage analytics and metrics to evaluate which virtual strategies generate the highest ROI. 

Data can transform auto insurance sales by enabling data-driven decision-making and personalized customer engagement. 

In understanding customer demographics, driving behaviors, and purchasing patterns, you can identify target markets and tailor policies to specific needs. Real-time analytics tools may also highlight cross-selling opportunities. 

Embracing these technologies empowers you to refine strategies, boost sales, and deliver a more customer-centric experience.

While these will prove to be the best strategies, it’s best to be open to experimenting with new strategies. Use your insights to continuously improve your virtual sales process.

Closing and Follow-Up With Virtual Car Insurance Sales

For greater ease for you and the customer, utilize digital forms and e-signatures for a seamless transaction. 

Be sure to explain multiple payment options along with any associated fees. 

Explain what clients should do if they need further support or need to file a claim. Let them know how to reach you during and after business hours. 

Send a thank you note along with any pertinent reminders. 

Let customers know that you’ll be contacting them a month prior to their next renewal to see if they have any changes or questions. 

Lastly, don’t be shy about asking for referrals. Happy clients are happy to refer their friends and family members. 

Want to help families find and lock in the best auto insurance plan? CrankWheel’s instant screen-sharing solution makes it easy to personalize auto insurance presentations in real time. Learn more and see how CrankWheel can boost your sales success for free at CrankWheel.com.