Selling Insurance to Different Generations: The Best Approach for 2021
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Selling insurance across generations can be a daunting task. Baby boomers are retiring and according to Inc.com, by 2025 millennials and Gen Z will comprise 75% of the workforce, globally. What each generation is looking for is different with differences in career choices, spending pattern, investment priorities and so on. Looking at the generations as a whole and coming up with a few insurance selling strategies to market insurance might work. That is why as an insurance agent, viewing each generation separately and pinpointing their exact behaviors in terms of their needs, spending and savings could help crack the code.
Below are some things to keep in mind while approaching each generation for insurance sales.
Selling Insurance to Baby Boomers
Baby Boomers (those born between 1946-1964) have either retired or are getting close to their retirement. By population they are still one of the largest groups with a number measuring at 75 million.
The best way to sell insurance to baby boomers would be by being direct because they value that. Given their upbringing, boomers favor face-to-face interactions over using technology. However, while they find it difficult to naturally adapt to modern technological advancements, a certain percentage of boomers are still open to less traditional sales pitches.
As per a recent study by Statista, the U.S. alone had 223 million social media users in 2020. Out of which a significant number is constituted of this age group.
In terms of communication, the majority of Baby Boomers saw the advent of e-mail, therefore approaching and staying in touch with them through email-marketing is also quite favorable as long as it is professional.
One of the main things to consider while selling insurance to baby boomers is how to gain their trust. They will buy what you offer to them, but only when you are clear and make your intentions known.
Selling Insurance to Generation X
Known as the ‘forgotten generation’ in regards to wealth and investments, Gen X (born between 1965-1980) are the smallest generation. The group only consists of 66 million people out of the close to 333 million. When comparing this generation to baby boomers, they are evidently more conservative in terms of utilizing their available funds.
Gen X are mostly married people with dependents. Their needs differ and their spending and saving patterns are much more prudent. According to Deloitte, Gen X are usually people who seek value for their money and exhibit high brand loyalty. Additionally, their media consumption comes in many forms, ranging from Internet, print, radio to direct marketing.
Given these variables, it is imperative for you to formulate strategies for coming up with sales tips for insurance agents. By offering tailored products and using different means of marketing and distribution channels. Since this generation greatly worries about decreasing debt and becoming financially independent enough to support themselves and their family, the best thing to do is to pitch more grounded insurance policies.
Selling Insurance to Generation Y (Millennials)
According to Statista, Millennials are the largest generation group, accounting for about 72% of the population in the United States. Born between 1981-1996, millennials are known as digital natives and lead other generations in their adaptation and use of technology. They think about communication differently by leveraging several social media platforms such as Facebook, Instagram, Twitter, Pinterest and so on. Most of their connections are digital, too. Naturally then, digital marketing works best for Millennials. Utilizing social media and email platforms are some of the preferred ways to stay in touch with them.
Their investment priorities differ too. Millennials have also shown a certain proclivity towards ridesharing according to Deloitte’s 2020 North American Global Automotive Consumer Survey. Of ride-sharing millennials, 41% thought vehicle ownership was not necessary. In this regard, only 25% Gen X questioned the need to own a vehicle. While that suspicion was even lower–20%–when it came to the baby boomers.
Clearly, there seems to be a generational divide if you look at the investment patterns. Agents must be mindful of how such factors can influence insurance needs when they are selling insurance.
Selling Insurance to Generation Z
Gen Z were born between 1997-2012, and succeed millennials. As per Statista, they consist of a little over 20 percent of the population of the United States. It was estimated that possibly this maybe outnumbering Millennials. As this generation is coming of age, a market survey by Forbes shows that they will have an estimated $44 billion in buying power, Gen Z is a cohort that one should not be missing out on when selling insurance.
Embracing individuality and independence, Gen Zers have always had information at their finger tip. Meaning, they place a premium on responsive customer service more than any other generation.
This generation wants to see more relatable people in marketing campaigns. When it comes to time spans, Gen Z attention time span is as little as 8 seconds long. So, marketing via quick videos would more likely catch their attention. Also, making a habit of brainstorming new insurance customer appreciation ideas is highly advisable.
One of the important traits of this generation is that they look forward into the future with a broader view of the world. Since they are a younger generation they instinctively wish to explore and learn from their life experiences in relation to work or outside of it. Hence, being able to relate to them on that level is a viable way to gain their trust. Just like millennials, Gen Z also values the words and trust other people have placed in your products and brand.
Selling insurance across generations warrants a nuanced approach. As an agent, the importance of considering things like their buying behavior, the best way to communicate with them, their preferred mediums, and what they value cannot be overstated. What’s more, focusing on statistical analysis, multi-channel marketing, and predicating trust relations can further help drive more profit and success.
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