Using a bright colored background in your quote will quickly grab your prospect's attention and help them to remember it. When you have them on the phone, you can simply say “I sent the quote on bright yellow paper” to help your prospect pick you from the rest. Relevant images will also serve to make your quote memorable. Including a graphic of a business for a BOP quote or a truck for Commercial Auto will also help you stand out in the crowd.
Not just a quote, a Presentation
Although I’m not a fan of sending a 10mb email to every prospect, I know that a Presentation will perform better for you than a one-page summary. Make your quote appear professional and that you put some work into it. Remember to hold back on the insurance jargon and speak in terms most business owners will understand. Something as simple as a testimonial on the pricing page can go a long way in helping your prospect understand that you know what you’re doing. Sending a short bio with a photo of you within the presentation will also separate you from the pack and allow your prospect to put a face with the person they are dealing with.
Embrace the Technology
Including a video with your quote will certainly help you to stand out from the competition. Create a generic video using some of the free software out there and save it to your desktop so you can quickly attach it to your email. This one small thing could easily make the difference of a returned phone call after your quote goes out. You may even consider getting a long-time customer to allow you to video their testimonial about you. Your customers can actually sell you better than you can. This is the next best thing to a TV commercial!
Save Time by using Templates
You may be thinking about how time consuming using these ideas can be. Not so if you create everything as a template and then just attach to your normal quote email. By using the template system, your quotes – I mean Presentation – could include the following:
- Colorful presentation instead of a one-page quote
- Video introduction of you and your agency
- Video testimonial of a long-time client
- Brief biography and picture
Yes, some of your prospects won’t even take the time to open and review the extras you included because they are the “shoppers” who rarely turn into long-term clients. But, the prospects that do take the time to review your Presentation and attachments will perceive that they mean something to you and will most likely become a long-term client. Just a few extra minutes can go a very long way.