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Insuretech: Virtual Property Claims Management in the P&C Space. Win/Win for Carriers, Agents and Insureds

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Insuretech surely isn’t a new buzz word, but it is ever evolving.  From digital agency management systems to sales platforms and claims management – the P&C industry is slowly embracing the wonders of technology.  Albeit far slower than other industries.

When it comes to claims management, specifically in the property space, many carriers are heavily reliant on the human factor.  As far as I know, we don’t have robotic teams going out inspecting CAT events, chimney fires, building collapses, and the like – but we are using drones, video technology, and more.

For many insureds and claims adjusters, the pain comes from cataloging personal and/or business property before and after a loss.  In many instances, an adjuster will visit the scene of the loss multiple times to take pictures, inspect areas, review data, etc.  The process is slow, painstaking, and, in some instances, can be incomplete.

The use of technology to capture the value of not only the property, but the contents before and immediately after a claim, and then having access to that data throughout the claims process and even during a litigation situation, cannot only can save time, but more importantly, it’s a TRUE representation of the property and contents.

I spent some time chatting with Grant Breck, CEO and Simon Wojcik, COO of BeThere Virtual Tours.  The two hail from Australia and are changing the way insurance claims are handled.

Beck, a former carpenter turned specialized fire investigator & insurance claims adjuster became frustrated with the process of property claims management.  “During the claims process,  I would have to go back to the scene multiple times, inspect, take pictures, and then analyze the data.  Often there were no before images to compare the post claims images to, and to add to the frustration, we were reliant on the insured to remember what they had, what was lost.  The process was slow, it was painful, and surely not cost effective.  It never gave a true indication of the situation,”  said Beck.

Beck knew that using technology was the answer. More importantly, he knew the quicker a snapshot post claim was taken, the more accurate the data would be.  That’s where Simon Wojcik comes in.  Wojcik is an expert in immersive technologies specifically in the 3D Virtual Space.  Beck and Simon collaborated to launch BeThere™ Virtual Tours.  Combining the insurance and property expertise from Beck with Wojcik’s technology magic.

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Their pitch?  “What if you could walk through any claim, at any time, right from your desktop”.  No sifting through hundreds of ill taken pictures, no going back and forth to the scene. Within 48 hours of a claim, the adjuster, the carrier, and even the insured can view the BeThere 3D Inspection including a virtual tour of the whole property, 360 degree images as needed – ceiling, entry points, yard, doll house view (3D view), Floor plan, schematic floor plan (volume/measurements) and tour location specific data (images, photos, inspection site notes).  Here’s a sample of what they can do.  (CLICK HERE)  or scan the QR Code below.

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Why should Carriers Care?

What I love about this Insuretech process is it doesn’t replace the human factor, it just enhances it.  We still need experts to analyze data, but now with BeThere’s technology, it can be done a hell of a lot quicker and more accurately.  During a CAT event, teams of 3D technicians can be deployed quickly and the data qualified and quantified far easier.  Thereby reducing the time to get insureds back on their feet.

Quote from one of our carriers

\”Be There is an incredibly useful tool which has successfully identified fraud by exaggeration for a total loss contents claim valued at $250,000 and as a result, our business has been protected from this significant financial loss.  The software is simple and easy to navigate which makes claims processing much more efficient. Absolutely worth the investment\”  

Stacey, Fraud and Investigations Department, Auto & General Services.

Overall this type of technology offers:

  • Faster Claims Processing Times.
  • Increased Auditing Capacity
  • Decreased Travel time and Expenses For field agents
  • Reduction in False Claims
  • Reduction in Over Quoting
  • Increased Customer Experience for Agents and Insureds

In an era where insurance carriers are struggling to be heroes, adding to the customer experience is a big one.  “Using our technology in the personal homeowners’ insurance space brings so much value back to the insured.  As part of pre-binding field inspection, a 3D snapshot is taken of the property and the contents.  Yearly updates can be done upon renewal.  In the event of a claim or CAT event we have an extremely accurate picture of what the property and contents were,” says Grant.  “One of the biggest frustrations I’ve heard from insureds in my years out in the field was trying to account for all their personal property after a fire and trying to create a picture for the claims adjuster of what their house looked like, where everything was and the condition of the home and the property.  Our technology is the ultimate inventory taker.  We can literally look into every closet, every cabinet, and every corner.  No stone is left unturned.”

Will robots replace humans in the claims process?  Probably not in my lifetime but introducing technology like Grant and Simon’s into our current claims process on the P&C side just makes sense.  The great news for carriers and insureds – the Australian team has perfected their process to make it very affordable to everyone involved.  I don’t know about you, but a carrier who teams up with these two will have a leg up on their competition.  When will they head stateside?  Grant noted it was already in the works.  Stay tuned.

To learn more about BeThere and all the cool stuff they are doing – visit WWW.BETHEREVT.COM.AU

Insuretech: Virtual Property Claims Management in the P&C Space. Win/Win for Carriers, Agents and Insureds Read More »

From Employee to Consultant – the Transition

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There is so much damn talent in the Boomer pool.  As part of that generation, I’m continually fascinated by the number of us who have zero interest in really retiring.  Sure, most want to get out of the structure and politics of Corporate USA, but they aren’t ready to drive a golf cart around the Villages in Florida yet – they want to share their brain power and get paid for it.

Many execs I talk to are fascinated with the prospect of becoming a business coach or a consultant specific to their field of expertise – be it operations, leadership, sales or marketing.  Some get even more granular and are industry specific such as finance, manufacturing or insurance.  They want the flexibility, they want to choose who they work with, and they want to feel like they have purpose – that they are creating a legacy.

The roadblock happens when they actually have to launch a business and market themselves.  Most stop at this point and determine it’s not worth the effort – they become overwhelmed and either stick with their job for another 10 years or head to Boca and become snowbirds.

It’s not that difficult to make the transition. It’s a process. 

  • The key is to flesh out your biz idea while at your current job. Let’s actually find out what your target client profile is, what you will charge, what your capacity is, and hell – let’s land a few clients.  In other words – let’s try it before you commit.
  • In the consulting world – you don’t NEED a ton of clients to make 6 figures. You just need the right ones.  (see the first bullet)
  • You do need to be a biz owner – so you have to set up an LLC, get insurance, hire an accountant and an attorney, manage the books and pay taxes – oh and find damn health insurance which is often a big expense. If you can ride the health insurance coattails of a spouse or partner – that’s a win!
  • You do need to market yourself and be a salesperson. This is the part where most execs melt down – but deep breath, this isn’t all that difficult.  No need for a 5 figure website and fancy branding package to start – let’s first see if you like it.  Next, we start with your current network – there is a ton of low hanging fruit to tap into for your first clients.   Once you’ve decided to go forward, setting up a simple website and building out content, nurturing your pipeline and clients will be important.  That’s Phase 2 and you can always outsource that part – marketing is a revenue generator not an expense.

I’ve coached countless people through this process with grand results. Plus, I’m one of “those” – I left my corporate job to become a biz coach and marketing consultant/implementor.  In other words – I’ve been in your shoes.

If you aren’t ready to retire – don’t.  Consider the consultant gig – it’s beyond rewarding on so many levels.  Legacy type rewarding – you are literally will change lives and make a great living doing it…on your terms since YOU are the CEO.

From Employee to Consultant – the Transition Read More »

It’s all about taking ACTION

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I’m a huge fan of self-development books, podcasts, workshops – in fact, I’m probably a little addicted.  I’m fascinated by what makes successful people tick.  I guess I’m a bit of a voyeur.  I’m curious, I’m questioning, I’m a dreamer.

All of that is well and good, but the only way to accomplish any type of success is taking ACTION.

You can read every self-help book out there on how to be better at anything, but reading will only get you so far.

Most people fail because they get all hyped up over the process thinking it will be some type of magic pill (been there done that) and then they might implement for a while….and then….it falls apart.

So how do you make it sticky?

You have to really WANT the result, you have to be WILLING to do the work and in the end,  you need to be able to envision yourself in that place of success.  In other words, you have to act like you are already there.  Only then will the ACTION plan work and yes, be sticky.

Here’s how I roll

  1. I literally look in the mirror and talk to myself. I’m willing to do_______.  I want _______so freakin’ bad I can taste it.  I will be downright relentless until I get_________.  (Channeling my Gary Bishop a bit)
  2. I draw a line in the sand as to when I want to accomplish whatever it is I want. This is Channeling Napoleon Hill – a goal is a dream with a deadline.
  3. I tell someone or everyone – so I have accountability. I hate egg on my face.
  4. I create ACTION Plans and break them down into 90 Day sprints. What do I need to do in the next 90 days to get me closer to my goal?

Anything is possible.  You can have anything you want in life if you want it badly enough and are willing to do the work.  I believe that from the bottom of my soul.  It simply takes ACTION.  When the ACTION doesn’t happen – you just don’t want it enough.  #toughlove   Because when you REALLY want something, you do whatever it takes to get it.  Trust me – been there done that too.

What’s your plan?

It’s all about taking ACTION Read More »

Can you envision your future?

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One of the first things I do with a new client is ask them what the next 5-10 years looks like for them – in other words, what do they want their life to be?

Most people can’t answer that question or if they do it’s very vague.  Most say they just want to be successful, or be a millionaire.  That doesn’t cut it for me – I want specifics.

When you are crystal clear on what you want, creating the path to get there is far easier to follow and keep yourself accountable.

Here’s how to get started:

  1. Create a vision board, vision book, or write a story about what your ideal life looks like. Include everything you want.  The idea is to get you to a point where you can taste, hear, touch, and feel exactly how your life will look like.
  2. Get a planner or a notebook – you will now be living your life in 90-day increments. Create your first 90 plan – what goals do you want to accomplish by the end of those 90 days – all have to be related to achieving your ideal life.
  3. Create a list of things you will need to DO in order to reach said goals in #2. Be very specific.  If you want to be debt free what are the specific things you will need to do to get there?
  4. Break it down into daily activities – what do you need to do each day to cross the things you created in #3 off your list?
  5. Hold yourself accountable by telling someone else your plan.
  6. Do weekly recaps – where are you, where did you lag, where are you ok? If you are crossing everything off your list without a struggle or a little discomfort it’s probably too easy.  Beef it up a bit. 🙂  If you are struggling to cross anything off – reassess the list.  Are you just not doing the work or were you unrealistic on what you had on there?
  7. At the 70 day mark start thinking about the next 90 days.
  8. Rinse and repeat.

In order to achieve what most people will tell you is unachievable you need to be able to envision your success and start living “As If” you are already there.

Be a dreamer. Adopt the “Yes I can, and Yes I will” mindset.  Write it down.  Take Action.

Can you envision your future? Read More »

Stop asking “what do you do?” – ask this instead…

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It seems like every time you meet someone new at a networking event, social gathering, or via an acquaintance the first question people ask, besides the standard “how are you”, is “what do you do?” For some reason I’ve always hated this question. I think it started back when I worked for a manufacturing company because it was always so hard to give a 30 second summary of what I actually did. Sure, my official title was Customer Service Rep., but it really didn’t tell people what I did. Of course, I dealt with customer orders, complaints, and questions, but I also worked on inventory, handled the shipping paperwork, sent invoices, and even helped in various other departments when needed.

It wasn’t just about trying to explain my job, I also had to explain what the company did, which could get technical, but we won’t get into that. But all that aside, what does my job really have to do with me. My job doesn’t define me, I didn’t grow up saying I wanted to be a CSR. Even now with a job title of President, it still doesn’t help you get to know me any better does it?

So, after years of answering and even asking the question “So, what do you do?”, I’ve decided that the phrase is now dead to me. I’ve deleted it from my vocabulary. If you really want to get to know people, start asking them “Who are you, what are you passionate about?”. Here’s why. What you do is such a small part of who you are. Let’s pretend you just asked me “So Jenn, what do you do?” my standard response is “Well Joe, I’m the President of Red Barn Consulting, a sales, marketing, operations, and biz coaching and consulting company. I pretty much handle all the day to day operations and make sure everything gets done.” That’s pretty boring right. You really didn’t learn anything about me – other it’s my responsibility to make sure shit gets done.

Now, let’s pretend you asked me my new go to question about who I am and what I’m passionate about. Here’s how I would respond. “ Hi Joe, thanks for asking! I’m a wife, pet mom to 3 cats and 2 crazy German Shepard puppies, and an avid animal lover. I work for Red Barn Consulting, a sales, marketing, operations, and biz coaching consulting company, and I love what I do because I get to learn new things, work from home so I can spend time with my zoo, and I handle all the operations of the company – I make sure nothing falls through the cracks. I’m also very interested in Real Estate, own a 3 family investment property, plan to get my license eventually, and I LOVE to travel – especially to anywhere in the Caribbean. I have a passion for baking, I’m a neat freak, but I also love spending time outside getting dirty, at the gym, or relaxing in my pool. Reading is one of my favorite hobbies and I’m a Harry Potter dork.”

Which question gave you more insight in to who I really am and what I love to do? Where you able to find anything that we have in common? Asking better questions leads to better conversation and truly tells you about who the person is. I don’t care if you are a CEO, janitor, or mid-level manager. I want to know why we should be connecting. What do we have in common. When it comes to networking, it’s not all business – it is personal and that’s how you make those connections. I want to learn about people, what makes them tick, what do they love to do.

Next time you attend a party, networking event, etc. give my new method a try. And make sure you let me know how it goes. Let’s try to start a new trend!

Stop asking “what do you do?” – ask this instead… Read More »

authenticity

Marketing 101 – Why Authenticity wins the game every time

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Whether you are offering a service or selling a product, at the end of the day your buyers don’t want to be “marketed to”, they don’t want to be told what they should buy.  What they want is an emotional relationship that makes them feel good about the decisions they are making.

If you want to create brand evangelists versus just transactional “buyers” the one thing you need to rock is…

AUTHENTICITY

How does one be “Authentic” in a world of crazy chaos and “fake news” – how can you show your prospective customers the real you?  And yes, you do need to show them the real you – the real authentic you.

Here are my rules of engagement.

  1. Your personal brand is NOT different than your professional brand. I am not a “formal conservative person”, therefore my company website is fun and loud, my bio is very conversational on my website – and I am an open book on Facebook, Twitter, and Instagram.  Love me or hate me – I am who I am.  I attract clients who match my vibe, who understand me and well…. like me!
  2. Educate. Educate. Give your customers something that means something to them.  Give them what they want, not what you think they need.  Well, most of the time.  80% of your content should be what your customers will want to read, something they will find value in.  In many cases, your customers may not know they have a problem until you enlighten them – that’s when the 20% comes in. That’s when you identify the pain and show your solution.  Once you show that you understand them, and you have given them something of value over and over again – they will consider buying from you.
  3. Talk to them!  The best content is conversational.  Use email campaigns to “talk” with your prospects and customers, use video, chatbots.  And yes, even have IRL (in real life) conversations with them.  Remember – this isn’t about selling, it’s about showing the real you, and connecting with them on an emotional level.
  4. Know what you and your Brand stand for. So many people shy away from taking a social stand – I don’t – at all. If someone doesn’t agree with the fact that I’m a liberal that’s ok.  I’m not for everyone.  What do you stand for?  What does your brand stand for?  WHY are you in business – and why does it matter to your clients and prospects?  Being transparent is critical.  Be raw, be open and share personal stories.
  5. The Sword is mighty. If you or your brand makes a mistake – and it’s tossed out on social media, address it publicly.  Apologize and make it right.  Be respectful.  You will be amazed how you can turn an angry prospect or client into a brand evangelist.  Validate their pain – because it is REAL.  Take it offline to work out the details.  This holds true for any unhappy customer – remember this is focused on emotions.  Put yourself in their shoes – how would you feel?  More importantly, how would you like to be treated?  Yes, the Golden rule applies here.

I, like many business owners, was afraid to show my true colors until I said screw it, tossed the marketing 101 old school shit in the garbage and just went for it.  The result was magical.  I no longer work with clients that I don’t like, that don’t appreciate me, and that don’t – well, mesh with my brand.  I also have a sense of freedom around my brand.  The funny thing is, I’m raw, I’m open, I tend to swear just a little bit in my copy and so many of my loyal tribe are what you would deem conservative – in that they have c-level jobs in conservative industries.

One day we won’t have to say – Don’t judge a book by its cover – because the cover will be who the people really are.  Times are changing in corporate America and I LOVE IT.

If you want to see more of the real me – sign up for my Thursday morning missives – they are 100% raw, authentic and transparent Cindy.  They come out weekly – on Thursdays at 6 am.  To be honest – it’s my journal that I share with the world.  No secrets.  Just me.

Cindy

PS – one of the #1 ways I get new clients is from that Thursday email – and I rarely talk about Marketing, Sales or Biz Ops.  Go figure!

Marketing 101 – Why Authenticity wins the game every time Read More »

giving

The Power of a Giving Mindset

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\”The reason I\’ve been able to be so financially successful is my focus has never, ever for one minute been money”, Oprah Winfrey – Harpo

So many business owners I know, or wanna-be business owners for that matter, focus on the almighty dollar.  How to make it, how to spend it, and they feel once they have “it” they will be successful.  This “need” for money engrosses them and in the end, it will never be enough to make them happy.   #toughlove

Not that making money is a bad thing, it isn’t, and every business owner needs to be acutely aware of his/her finances both in the business and personally.   Money also allows us to feed our needs and wants, and hopefully give back in some way.  Making money isn’t evil, nor is being wealthy.

The evil happens when, as a business owner, you put money before people or money before the vision.

The road to wealth is riddled with ups and downs – the money is never guaranteed but the pain along the way surely is!  When you focus on the money and forget your WHY – the emotional pain becomes crippling.  But this is another blog all in itself – back to the money over people part…

The way to grow a successful business is to GIVE.

  • Give to your potential clients – free content, free samples, free advice, free time… something that will let them know THEY matter and that YOU get THEM on a deep emotional level.
  • Give to your team. This is leadership 101 – but as the owner, the bucks stops with you.  When things are great – give your team ALL the credit.  When things are going badly – you 100% of the time take the sword. Always. Always. Always.  Putting your employees first matters in so many ways.  Employees who feel valued will always go above an beyond for you and your business, but more importantly for your customers.
  • Give of yourself. Most entrepreneurs I know have deep industry knowledge on something.  For me, I’m a business coach, a strategist with deep fingers in the marketing world.  I’m a storyteller, a writer, a trainer, and speaker.   Those are my superpowers.  What brings me joy is helping others do what I do – help them build a business, help them become a business coach or a consultant.  I try to give back when I can.  I’m always up for lunch so someone can pick my brain – I’ll tell them straight up my opinion on what they need to do to reach their full potential.

When you adopt a giving mindset, the world shifts.  Sure this sounds new-agey, but it isn’t.  It goes back to the golden rule of treating others how you would like to be treated.  You need to GIVE in order to GET.

Let go of the focus on money, and focus on helping others.  Help others achieve what you have.  Help your employees, help potential clients, help your current clients – help people in your community.

Trust me – when you do this – the money will come.  It always does.  Interview any multi-millionaire and they will probably tell you this:

  1. They don’t focus on the money
  2. They have grit and determination
  3. They have patience – Rome wasn’t built in a day
  4. They let go of their ego and realized that they need to surround themselves with people who are smarter than they are and can fill the gaps.
  5. They focus on their strengths and outsource the rest.
  6. They practice mindfulness and gratitude – that includes a mindset of giving and giving anonymously

Give to Get.  The Secret to Success.

The Power of a Giving Mindset Read More »

Changing Career Gears

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Thanks for following our blog, we have a special treat for you today, a guest blogger. Bill Cox is a local Realtor and a recent graduate of our Business Success Framework course. Enjoy Bill\’s blog and POV on how to handle changing careers after 32 years of teaching!

Fifteen or so years ago, while still in the role as a public school teacher, I remember reading about life in the private sector.  Subsequently, I spent hours in conversation with those actually living the life outside of the school walls – how was their career experience different than mine?

The point-of-departure for that difference seemed to be the fact that they would have two, three, or more careers during their working lives, whereas I knew (at the time) that I would be a teacher for 32 wonderful years, and then simply retire.  Life was fairly status quo as a teacher, sure we got the new stream of eager students each year, the biggest changes for those of us at the school would be which grade we taught in a particular year; perhaps which district school we would be assigned to; and often, which zany, empty-suit principal would be making the speeches.  You can tell I loved the kids far more than the establishment, but that is another story.  I’m an old rock and roller.  A trombonist who back in the day donned long hair and (gasp) wore bell bottoms.  I was probably the student my then empty-suited principal would shake his head at.

So eventually, retirement came.  I had the proverbial party and all was grand until it wasn’t.  I was bored. After seven years of retirement it dawned on me that I needed a challenge, I needed to exercise my brain again.  Here’s what I knew: I loved to work and learn new things.  I loved meeting people,  I love helping people through change, and I love helping by supplying creative solutions to whatever the problem is.

I wasn’t really sure how to use my previous experience – how to find the “right” thing to get me energized. Remember, I had the same career for 30+ years and no, I did not have a resume!  I really needed to get over being at-all tentative and look for some like-minded types.

Who was like me?  Who loved all those things I loved?  He or she needed to be outgoing, imaginative, and absolutely fearless about the unknown.  Flexible and motivated!

I found the master, he was a guy who lived right in town who I knew just to say hello – the indomitable, high-spirited Ted Murphy who was really the ‘It’s a Wonderful Life’ Jimmy Stewart character by reputation.  Unlike the movie character George Bailey who ran the local ‘building and loan’, Ted Murphy was a real estate broker of significant renown.  He and I went to lunch where I confessed I didn’t know much about real estate, and even less about private sector business.  He laughed and told me that what mattered was how I viewed people in general and if I was a good guy. And if I had a sense of humor, of course. I liked him even more at this point, I’m a good guy – he’s a good guy.  Sounded like I hit the jackpot!

His final words of wisdom after that faithful lunch and the words that sealed the deal on my post retirement venture are these:  “You’ll learn, but learn it in the context of staying positive, helpful, and wanting a challenge. “  In other words, it isn’t about the money, it isn’t about the sale, it isn’t about how many awards you get it’s about helping people, staying positive and last but surely not least just have some grit and determination.  Ok – I was in.  From that point on, everything got better and better, and if I was concerned about being bored in retirement or becoming somewhat dull or predictable,  – that was never going to happen in this new environment.

So after a couple of years being in this office, all I can say is that the rapport; the dialogue; the zaniness; the jokes (OMG); and just the SPIRIT of it all makes all the situation comedies on television dull by comparison.

About Bill Cox

Bill Cox has been a resident of the Litchfield community since 1987.  He graduated from Scarsdale High School in New York and holds degrees from Columbia University, the University of Bridgeport, and from Western Connecticut State University.  Bill retired from a 30-year teaching career in Westchester County in 2010 and is currently a Realtor for EJ Murphy Realty.  Bill and his wife, Trudy, live on Avalon Lane in Bantam where they raised their two children.

Changing Career Gears Read More »

How to take time off from your small business during the holidays!

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Depending on the type of business that you run, your business can either be super crazy during the holidays, think retail, or it could experience a bit of a lull. Many service providers, especially small businesses, often see a drop in business during the holidays. But just your potential buyers have checked out and gone on autopilot and decided not to decide until after the New Year doesn’t mean you put your marketing on hold for the last 2 weeks of the year.  Even if your business and customer engagement levels slow to a crawl this time of year it doesn’t mean it has to stay that way. And don’t worry – you can still enjoy some time with your family during the holidays too!

Reach out to top prospects before they check out for the season. Before the calendar rolls over to January, many businesses evaluate current contracts and services that they are using. Make sure you check in with your top prospects to stay front of mind, BUT you need to also make sure your current clients are happy and will continue to stay loyal to you. A little extra love during the holidays won’t hurt and may increase your sales.

Embrace the season of giving. Make sure that your clients know that you appreciate them. Sending them a holiday card or even a small gift will remind them that you care and take their business serious. At Red Barn, we bake cookies for our clients and we share the wealth with any top prospects that we are looking to woo as well. 😊

Optimize your email. Whether you plan to take a few days off or a few weeks, making sure your customers don’t feel neglected or ignored should be top of mind. Create an out of office message that lets people know when they can expect to hear from you, additional ways to reach you if it’s urgent, and when you may be checking emails while away. You should also list any special products or services with links to more information to help increase sales while you are away. You can also link to an FAQ page on your website that may be helpful to some common questions that you may receive. Be proactive!

Schedule, Schedule, Schedule. Just because you are going to be spending time away from your business, it doesn’t mean that all marketing and content comes to a halt. Create a bunch of content in advance and pre-schedule those weekly emails and blogs, and daily social media posts. Of course, you’ll need to check emails to see if you get any responses, and monitor social media for any messages and comments, but it takes a lot of the burden off when you automate and schedule in advance!

Don’t allow the demands of running your business overwhelm you to the point where you don’t know if you can take any time off for the holiday break. Everyone needs some down time and the holidays can be both stressful for your business and personal life. There’s no reason to miss out on a sale or lose customers just because you want to recharge and enjoy some family time – just set yourself up for success before you unplug!

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No sales team – no problem. How to increase your sales without a sales team

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When you own a small business, you may not have resources available to hire a dedicated sales person, but you still need to make sales, right? When sales are your goal but not necessarily your specialty, you need to make sure every lead, every prospect counts. That one missed sale could really affect your bottom line when you are just starting out. So how do you kick your sales effort into overdrive without a robust sales process and team? Check out these great tips to give your sales effort the boost it needs.

Email, email, email. If you didn’t read my previous blog on the importance and value of email marketing – go back and read it here. Email marketing is one of the easiest and cheapest ways to reach your prospects and clients. And yes, you should be emailing your current clients too – they still need nurturing to get them to continue to buy your services/products and buy additional services/product. Just because they bought once or twice, doesn’t mean they will continue to buy. Make sure you list is targeted as well. Don’t blindly email everyone whose email you have – unless they sign up for a specific newsletter. Make sure the people on your list are people who could actually buy your offering.

Be mobile-friendly. From your website to your emails to your social media profiles – everything should look great and be easy to navigate on mobile devices. Why? Because pretty much everyone nowadays owns a smartphone or tablet and they are using them to open emails, check social media, and visit websites. If they can’t quickly and easily access you on a mobile device, you may be losing a lot of sales.

Make the pathway to a sale easy. Can your customers easily place an order with you? Even if they can’t order direct from your website if it’s a service-based business, do you make your process easy? Are they able to get ahold of you or someone who can take the sale? Is there a lot of mundane paperwork they need to complete? Streamline your sales process to make it as easy as possible for your client to work with you.

Networking and referrals. What’s better than free marketing? Your network of peers sending prospects your way via referrals. When you network and build up a tribe of people who know you, know what you do, and genuinely like you – they are happy to refer business your way, especially when you reciprocate. The saying it’s not what you know but who you know still holds value.

Amazing customer service. Customers really learn a lot about your business from the customer service you provide. Providing timely responses to calls and emails, answering questions they may have about the product, and giving them value during the decision-making process could be the deciding factor in whether they purchase from you or not. Don’t go AWOL after the sale either – customer service is just as important as making the sale – you don’t want people spreading negative feedback that you could have easily controlled.

Still have questions on how you can take your sales to the next level – give us a call. We can help with everything from how to approach your prospects to defining your sale’s pitch and message.

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