Health Insurance CRM Hacks You Need to Know About
You’ve invested in a customer relationship management (CRM) tool, but are you sure you’re getting your money’s worth?
CRMs are only as good as the user, and what you put into them is exactly what you get out of it. On top of that, the more complicated the platform, the easier it is to skip important steps or ignore important features.
Don’t worry; Quotit is here to help you get the latest on health insurance CRM solutions and what CRM hacks you can use to maximize your software!
Customer Relationship Management Systems
What Are CRM Systems?
CRMs are designed to store, manage, and track customer and prospect interactions.
CRM systems are one of the most commonly used types of software for multiple industries, but they are especially useful for insurance businesses. Ever since they were created, they have become increasingly essential sales and daily operations tools for businesses of all sizes.
What Are Some of the Benefits of Using a CRM for Insurance?
Unfortunately, not all users reap the full ROI of their CRM system. If implemented and utilized properly, your CRM can be a critical cornerstone in your health insurance marketing efforts.
Some of the potential benefits of maximizing the capabilities of your CRM technology are:
- Increased sales
- Labor cost reduction
- Automated repetitive tasks
- Organized client and prospect information
- Improved email marketing efforts
- Boosted sales team productivity
- Personalized messaging for tailored marketing
- And many more
Here are a few hacks to help you get the most out of your health insurance CRM software and accomplish these benefits.
6 CRM Hacks for Improving Different Areas of Your Insurance Business
1.Keep It Current
Your customer data is only effective if the information is accurate and current. Make it a consistent practice to record changes in your clients’ contact information, as well as any life and health circumstances that may serve as a qualifying event for insurance needs or necessitate changes in their existing coverage.
2. Monitor Customer Engagement
An engaged customer is a happy customer, and CRMs are your first line of defense in helping to gauge customer satisfaction at a granular level. Use your CRM to log phone calls, follow email exchanges, and track open and click-through rates on marketing communications. This information will not only help you spot at-risk accounts but also help target sales pitches for open enrollment preparation when that time of year rolls around.
3. Streamline Repetitive Tasks
The workflow automation features your CRM offers are among the most valuable and arguably, the most frequently underused. For instance, you can program your CRM to follow up with emails, promotional offers, and timely reminders for both your existing clients and new prospects. This not only helps keep customers engaged and connected throughout the sales process but also helps continuously increase your brand footprint.
4. Personalize Messaging
One of the best features of an effective CRM for insurance sales is the ability to automate and personalize how you communicate with clients and prospects.
With the right CRM in place, you can accomplish this through:
- Created reports per client and prospect
- Segmented email lists for personalizing messaging by group
- Automated meeting and follow-up emails that are tailored to an existing client’s needs or what a new prospect is seeking
5. Increase Cross-selling Opportunities
A CRM makes it easier to pinpoint more cross-selling opportunities due to its segmentation and reporting features. The right CRM with this information will allow you to compare clients by different preferences, locations, and historical data, leading to the right product for their exact needs.
Leverage your CRM to promote customer retention rates and open up new profitable opportunities. You can easily analyze your customer database to determine who is aging into Medicare, match clients with new benefits packages appropriate for their needs, and raise awareness about pending changes in price or coverage specifics for the next enrollment year.
6. Record, Track, and Manage Leads
After creating and recording a prospect’s info in your CRM, that information is not final. In fact, the more data your CRM has to work with, the more comprehensive profile you’ll be able to create, which will make the next meeting more likely to lead to a sale.
Most health insurance CRM software, like Quotit, allows you to track lead sources and status. This capability not only helps you qualify leads and track subsequent sales activity but also gives you the opportunity to design and manage new marketing campaigns, such as a referral reward program.
Take Your Insurance Business to New Heights
A health insurance CRM system is one platform with many potential uses, and everyone’s business needs vary. Accruing actionable data, increasing transparency across teams, and creating customer-centric experiences are just a few of the potential benefits your CRM can offer your business.
For more help on maximizing the potential of your CRM, as well as other aspects of your business, check out our guide Medicare Sales Success in 2024: The Health Insurance Agent's Playbook today.
