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May 17, 2006 at 03:11 PM
Insurers need to use technology to reach more ordinary consumers.
Speakers delivered that message recently in New Orleans, at a marketing conference organized by ReMark Americas, Atlanta, and the Covenant Group, Toronto.
The effects of Hurricane Katrina on residents of New Orleans and Mississippi Gulf Coast communities in August 2005 demonstrated the importance of life insurance and other insurance products to middle-income consumers.
Executives at the New Orleans marketing conference presented results of a recent North American survey conducted by NewLink Group, Toronto, showing that producers believe almost 40% of their “C-level” clients would buy more if the agents had more time to meet with the clients.
About 84% of the advisors would be interested in a marketing program that could generate additional revenue from C and D list clients, speakers told attendees.
Insurers can improve service to the middle market – which accounts for 80% of the typical producer’s customer base — by integrating marketing channels better and using tools such as voice-embedded technology, Brad Smith, president of ReMark Americas, said in an interview after the conference.
