As you know, recruiting more customers whilst also keeping more of those you already have, is clearly an effective way to grow your business – and LinkedIn could be a great way to help you achieve this.
Your 3-step action plan
- Start by optimising your profile
Anyone receiving a personal introduction from you is likely to check your LinkedIn profile - so make sure that it’s fully optimised. Prominently feature your core message so that your client continues to be reminded how they benefit from staying with you.
- Now invite your clients to connect with you
The core driver of any broker business is customers. And customers, like anyone else, need to feel valued and appreciated all year round, not just at the point of renewal or a claim.
So next time you have a positive contact with a particular client (and if you haven't done this already) invite them to connect with you on LinkedIn. Our free ‘LinkedIn Client Invitation’ template on Broker Create should be helpful here. Sign in to Broker Create with your Aviva Broker log-in and using the left hand navigation, find it under ‘Marketing Templates’.
- Then keep in regular contact for at least the first two years
Develop a programme using LinkedIn to keep in regular contact with your clients. This is especially important in the first few years, where experience shows that customers are more likely to move their business elsewhere.
Ask for their input, ideas and insight, invite them to events, for coffee, to a local networking group. Maybe get their feedback on your planned referral programme, or share content with them (which you can find on Broker Create) – be creative and engaging.
Ultimately, customers are much more likely to stay long-term with companies that create a positive personal connection with their clients. So, by investing a bit of time in reviewing what could be a highly effective customer retention strategy using LinkedIn, you should soon start to see encouraging results.