Summary of marketing work of insurance companies

Summary of Insurance Company Marketing Work 1

I have been with China Life for a while and have achieved some insignificant achievements. I am not sending this to win the admiration or sympathy of others from my peers. Eyes, just to share experience and promote performance improvement.

First of all, I feel that if you really want to do a good job in insurance and continue doing it for a long time, so that you can make money and improve the quality of life of yourself and your family, you must have the determination to fight a protracted war. And perseverance! If you don’t have this kind of determination and perseverance, and you want to give up when someone rejects you, then simply give up insurance and find a job that is more suitable for you! In the beginning, it is common to be rejected when doing insurance, and you will gradually get used to it. Now, I am invincible, haha. In fact, the more setbacks I have, the more experience I have, the more methods I have, and the fewer rejections. In addition, we can also think about it from another perspective. Sometimes when we go shopping or buy clothes, we often go to many stores before deciding to buy at one of them. Aren’t the rest objects that we reject? We reject them almost every day. Others, others are still living well, so what’s the big deal if others reject us? Don’t be afraid of rejection, maintain a considerable number of customer visits every day, and results will eventually appear.

Here, I have to mention that the method is very important when doing anything. If something doesn’t feel right, it’s time to change your thinking and try another approach. For example, after years of struggle, most of my clients who once rejected me or refused to dump me have now become very good friends with me. Thanks to their help, I was promoted to a junior supervisor in the company. Managing people is much more difficult than finding customers. It is also a matter of knowledge. It was chaotic at the beginning. Either customer information was lost and could not be found, or customer resources were taken away by resigned salesmen. I'm so worried! Isn't everyone talking about the information age now? I wanted to look for software such as telemarketing system management. Can you help me? Unexpectedly, I actually found it on the Internet. Just like my original business, my team's performance also took a turn for the better.

Secondly, I think doing insurance is a kind of screening work, or what we do is a kind of gold mining in the sand. We need to screen our visitors in large numbers and quickly, and eliminate a lot of sand. Find our gold nuggets as quickly as possible! Only if a person has financial resources and the desire to participate in insurance can he become our real customer. Just imagine, if a family’s gross income is only 25,000 yuan a year and there are children, how can you expect him to spend nearly 10,000 yuan a year to buy insurance? Unless he is crazy! So, when we visit customers , for customers who have insufficient financial resources and whose income is only enough to maintain their daily livelihood, do not spend more time and energy! This requires us to be very good at observation and analysis, and strive to determine in the shortest possible time whether the other party has the financial resources to buy insurance; or Ask what kind of insurance the other party has the financial resources to buy, and whether this type of insurance is meaningful to him. If yes, continue to follow up. If not, give up quickly and change goals. This is screening work. My team no longer does as much tedious work as I once did. We will purchase a large amount of high-quality customer information through various channels and import it into the telephone sales system in batches. The sales staff only need to wear a headset, maintain a good mood, and communicate with customers. The current sales volume and sales are several times higher than before. This is why I feel the need to share it with everyone. We don’t hide good things. It is also appropriate to make some contribution to our great insurance industry. Hehe! What a joke, everyone!

Again, of course, personal professionalism is also very important. Although the current telephone sales system has facilitated our work and improved efficiency. But diligence is still the attitude we must maintain. I remember back then, I ran around from morning to night, in all weathers, to more than a dozen clients a day, and even though I was rejected n times, I was still full of energy. I went to the areas I visited again and again. So many people have come to know me as a guy who sells insurance. Alas~ Time makes people grow old. The boy back then is now middle-aged and has heavy responsibilities.

Although telephone sales have changed the sales model of our insurance industry in the past. In fact, we cannot simply say that it has changed, it should be said that it has been optimized. But our enthusiasm and diligent attitude back then cannot be reduced, even though people's insurance awareness has improved now. It is not enough for a customer to visit us once. We need to follow up again and again to discuss his needs. Of course, method is also very important to us, which has been emphasized above. You can't chase customers all day long to buy insurance, otherwise you will get complaints. We need to blur the concept of sales, and do sales without someone bringing it up. It is like falling in love with the customer, slowly digging out the other party's needs. For example, always care about your customers so that they can think of you and that you are an insurance seller. When he has needs, it is enough that he will find you as soon as possible. In addition, advanced working methods and working tools are also necessary. Insurance company marketing work summary 2

At the beginning of 20xx, I joined the China Life ** branch and engaged in life insurance work that I was unfamiliar with. Over the past year, with the cordial care of the company leaders and the enthusiastic help of other senior masters, I have gone from an insurance layman to being able to independently engage in and carry out insurance marketing business. In my business position, I have achieved no violations and have worked well with the entire company's employees. Working together, we have successfully completed various tasks assigned by leaders and superiors. The following is my work report over the past year.

1. Strive to improve political literacy and ideological and moral standards

Actively participate in various political studies, theme education, vocational education activities and various activities organized by superior companies, branches and departments. Organize activities and cultural and recreational activities without any unexcused absence; be able to adhere to the correct political direction, conscientiously study Deng Xiaoping Theory and the important thinking of the "Three Represents", etc., actively strive to improve their political literacy and ideological and moral standards from all aspects, and be ideologically political There has been progress in everything.

2. Strive to improve business quality and service levels

Actively participate in various business learning training and examinations organized by superior companies, branch companies, and departments, be diligent in learning, and be good at creating , constantly strengthen the training of their own business quality, continuously improve business operation skills and basic skills of customer service, master the appropriate professional business skills and service skills, be able to handle various businesses proficiently, know the various business products operated by the company, and Ability to carry out targeted publicity and promotions.

3. Strictly implement various rules and regulations

Over the past year, whether in handling business or other work, we have been able to strictly implement various rules and regulations of the superior company and branch companies, According to the internal control regulations and service regulations, we insist on using civilized language, do not act beyond our authority, do not abuse power for personal gain, and there are no behaviors complained by customers or other violations of regulations. Be careful in your spare time and do not participate in gambling, buying lottery tickets and other bad behaviors.

4. Better complete the various tasks assigned by the branch and the department

Over the past year, I have been able to work conscientiously and diligently, and come to work early and late Go ahead, base yourself on your position, contribute silently, and actively complete various tasks assigned by the branch company and this department. Ability to proactively and actively care about various marketing work and tasks of the department, and actively market electronic banking services, various bank cards, and other intermediary services.

In the past year, with my love for the insurance industry, I have tried my best to perform my work and job responsibilities, and strived to do all aspects of work in accordance with the requirements of my superiors. I have achieved certain results and achieved certain results. praise from leaders and comrades. Looking back on the past year, while I am pleased with my achievements, I also find that there are still certain gaps and deficiencies between myself and the best employees. But I have the confidence and determination to work hard to find gaps in my future work, bravely overcome shortcomings and deficiencies, further improve my overall quality, and do the work that needs to be done solidly and well. Summary Three of Insurance Company Marketing Work

The rapid growth of the personal financial management market in recent years is very eye-catching.

Figures show that the profits of the domestic personal financial management market at the end of 20xx were approximately 25 billion yuan, with an average annual growth rate of 16.5. This indicator far exceeds that of some developed countries in the world. Jiang Shuqing, President of our bank, once pointed out that with the rapid increase in the wealth of our country's residents and the enhancement of personal investment awareness, domestic personal financial management business has shown huge development potential, and it has also brought opportunities for the development of our bank's intermediary business. This sign has become more obvious since 20xx.

20xx is the year when our bank carries out in-depth reforms. The outlets in various regions are transforming from the original traditional accounting type to the current marketing service type. Just at the end of last November, our firm officially transformed successfully. It passed the acceptance inspection of the head office and became one of the second batch of Hebin outlets to be successfully transformed. Especially in the last quarter, in addition to the good development of the traditional savings business, the development of our intermediary business also achieved impressive results. Funds, insurance and other agency products have made a strong mark in XX in terms of sales data. Among all the intermediary businesses, insurance sales are the most outstanding. Our institute's guidance tasks for the entire fourth quarter were 2 million, and the actual completion volume was 8.698 million, with a completion rate of 434. Among them, traditional insurance sales were 5.052 million, and investment-linked insurance sales were 3.646 million.

The reason why our company has been able to achieve such good sales performance is inseparable from the guidance and education of the leaders in the industry. It is also inseparable from the hard work and sincere unity of all colleagues.

Strengthening overall awareness is the starting point for doing all work well, and ideological and political work is the soul and lifeline of business work. With the gradual deepening of reform and opening up, new theories and new practices have put forward newer and higher requirements for the work of the banking industry. However, in terms of further learning new business work and strengthening the construction of marketing service awareness, there are still certain gaps in our ideological concepts and working methods, which are not adapted to the new requirements of the times and new changes in social life, and are not highly targeted and have unsatisfactory effects. problem. Therefore, we should carry forward the character of advancing with the times, strengthen the construction of the department team, firmly establish and strengthen the overall awareness, management awareness, innovation awareness and marketing awareness, bring out a strong service sales team, and better complete the development of our bank's intermediary business , has become an inevitable requirement for every outlet. After establishing a correct overall view and a new awareness of marketing services, it will be twice the result with half the effort to achieve good results! As the old saying goes, "Attitude determines everything!"

In actual work, if you just think in your mind If you make a fuss about it and don't "adapt measures to local conditions" based on actual conditions, you won't be able to grow good fruits. Therefore, in accordance with the requirements of “innovation and reform, transformation of functions, and strict management”, our firm has strengthened its ideological construction and established an incentive mechanism adapted to our firm. For example: to the number one salesperson in the office that month, an outlet spirit card with point value will be awarded, as well as some small commemorative prizes. This not only motivates the sales staff to a certain extent, but also sets an example for other employees in the outlet to learn from and a goal to catch up with. Employees who have been rewarded will work harder to defend their title, while employees who have gaps will learn advanced experience from them and strive to catch up. In this way, a healthy competitive atmosphere of "chasing with each other" was formed in the institute, which quickly improved the combat effectiveness of the entire team and brought great benefits to both the intermediate business income and personal income of the institute.

In addition to the decisive internal factors, there are also objective external conditions for the development and change of any thing. Since October last year, the domestic investment environment has experienced sudden changes, and relatively high-risk financial products such as stocks and funds have begun to reflect risks consistent with their own returns. Many ordinary people began to lose their way and were at a loss in the wave of financial investment.

When the market is turbulent, domestic experts and media have reminded customers to manage their finances rationally and not to invest blindly. For ordinary people, it seems that apart from the increasing frequency of seeing the word "financial management", they may not have much real knowledge about how to arrange financial management and enjoy the benefits of professional financial management. The fact that ordinary people do not feel the relationship between financial management services and themselves is determined by the existing market conditions.

In addition, existing bank account managers still need a lot of training. If even the account managers don’t know what services to recommend and how to recommend them, how can customers know? Develop a reasonable personal financial plan. The purpose of developing financial management business is mostly to attract Customer attention, and then promote our products, for this purpose, paying attention to customer needs has become the primary goal of financial planning. A true financial advisor definitely considers issues from the perspective of client needs.

In fact, even bank staff still do not fully understand the specific content involved in the concept of "financial management" and the formulation and revision of professional financial management plans, which affects individuals to a certain extent. The actual effect of financial management services and the further promotion of related products. As for the methods and significance of professional financial management, it should be in compliance with the current economic and financial market development situation, through professional, meticulous and prudent analysis and research work, and while avoiding risks as much as possible, a realistic and practical plan should be formulated. A highly operable investment portfolio plan to maintain and increase the value of personal assets. At the same time, the formulated plan should be revised as the economic situation continues to develop to ensure the efficiency of the plan. The good results I have been able to achieve in insurance sales in the past few months are in line with this rule.

Based on my sales experience since I started working as a personal business consultant last year and after discussing actual marketing cases with my colleagues, I have summarized a few simple methods:

First of all, financial management The formulation of financial management plans must be based on the size of the client's assets and in compliance with the current financial market situation. Although not every account manager may have professional economic and financial analysis capabilities, they should at least see clearly which part of the investment is currently facing greater risks. For example, last year, the Shanghai and Shenzhen stock markets began to fall at the end of October. Even if the customer's risk investment preference test result is aggressive or active investment, the account manager should not include "stock investment" in the financial plan formulated for the customer in November. One item is listed as the focus of asset appreciation, because the expected risks in this market at this time far outweigh the returns. Affected by this, the bond market trend was quite strong during the same period. Investing in bonds at this time can not only effectively avoid risks, but also bring stable returns. The formulation of financial management plans and investment strategies requires careful analysis and modifications according to the continuous changes in the current financial market, so as to ensure the effectiveness of your sales recommendations.

Secondly, judge the investment portfolio with reference to the customer's investment risk test, and tailor appropriate financial plans according to the different situations of each customer. Customers with different asset sizes, different entrepreneurial goals and age levels cannot be treated equally. Even if both clients are civil servants, they should be treated differently based on their age and asset status. For civil servants who have a large amount of assets and have already gone through the early stages of their careers, they should consider it from the perspective of property preservation and try their best to invest in complementary financial products for their investment assets. If they have already purchased funds, recommend customers to purchase funds with Universal insurance with protection function; if you have purchased universal insurance or principal-guaranteed products such as Lideyi, you can recommend slightly risky investment-linked insurance, which can make part of the customer's funds have a strong value-added function. At the same time, there won’t be too much risk to take. On the contrary, if the civil servant of another financial management plan is a young person with a small asset scale and has just left school, he can guide the customer to the main investment knowledge after making sure that the customer has some basic investment knowledge of financial products (such as stocks and treasury bonds). Through this aspect, the value of assets is maintained and increased, and the investment portfolio is constantly changed to avoid possible risks; and then our bank's "Bank-Security Connect", "Open-end Fund Regular Quota Subscription" and other investment and wealth management products and "Online Banking" are recommended and other convenience products.

Third, it is also very important for customers to receive training on relevant product knowledge.

In addition to various forms of bank deposits, the stock market, treasury bonds, and insurance are basic investment varieties that are generally valued by all types of customers. Considering the large number of investors and the relative ease of operation, personal financial management plans should try their best to cover these types of investments. Make reasonable arrangements for the investment share of financial products. In addition, due to the work field, some customers may be very knowledgeable about certain or various financial products, and some may not know anything about them. However, no matter what, every customer who accepts a financial management plan must be able to accept it to a certain extent. They are familiar with the financial products involved in their plans, such as customers signing up for new stocks, opening accounts as they wish, applying for credit cards, and subscribing for investment-linked insurance. We should introduce the financial products in detail or convene customers for training to avoid operational errors or explanations. Failure to do so will result in chargebacks and a series of subsequent useless tasks. And once a customer comes to complete the chargeback procedure, it is almost impossible for you to recommend other financial products to him; because he has already denied you in his heart first: "This person lied to me!" or "This Banks team up with insurance companies to deceive people. "Chinese people have a "very good" habit of using "I heard" and "they said" when telling others some news. If a customer thinks that he is After you deny it psychologically, it will be very difficult for you to change his view on something, and he may also spread his view to the people around him, and the people around him may take it This kind of view that is unfavorable to our marketing is then spread to other people; thus causing the branch and even the bank to lose a large number of potential customers.

Here I want to emphasize a point of view to all colleagues, which is "I am not recommending this product to customers for such a single product or my salary this month, I am doing it for a better Recommend our products to customers so that they can better obtain the value-added services they need. "

Finally, after considering the above factors, we can also make timely recommendations to customers. Some filler products. For example, for a customer who has opened a new stock account, we can sign up for SMS banking so that he can clearly understand the changes in his account at any time, etc.

Past performance does not represent the future. These are just a little summary of my experience based on my past performance. I hope you can get some inspiration from it, and I hope you will use it in the future business development process. can provide us with more advanced experience.

Here, I personally give you two famous quotes I learned in my college marketing course: "The market is the worst coach. The competition has already started before we have warmed up. The results of the competition are determined by the competition." A large part of what makes us good or bad depends on our understanding and subjective initiative. At the same time, the market is also the best coach. It can teach us skills and development opportunities without training. The key is whether the market participants have a long-term vision and whether their character is sustainable. A test."

In the turbulence of the financial market in the past six months, we have experienced enough market training. I firmly believe that through our common struggle, we can set up a "fulcrum" to leverage the market and create "potential energy" In order to amplify marketing inertia, integrate and form "fist" energy, successfully complete various intermediary business indicators of Hebin Branch, and contribute to the vigorous development of Hebin!

I highly recommend