There's plenty of competition for the price shoppers, and you don't want to play that game. Price shoppers are the worst clients you could ever ask for, so why would you ever want to attract them? But that's exactly what you're doing when you offer to quote someone insurance. Let the price shoppers search the internet or bother your competition for quotes, but don't let them bother you. There is a very good reason for both you and the customer for not simply quoting a price. Isn't it true that when you quote a price you're making a quote based on the assumption that the customer knows exactly what they need and why? And how often is that really true?

Find a way to provide added value for your customers so they no longer view you as a commodity. Anyone can help your customers to get what they need through the products you provide, so you have to find a way to add more value to your service package so you stand out. And you want to significantly stand out so you appear completely unique. They'll recognize that the something more they get from working with you can't be gotten just anywhere else. And if your something more is something valuable to them they'll become loyal to you.

This requires thinking past you and what you offer to what your clients need that extends beyond you. How can you join forces or extend your services to meet those needs? That will greatly depend on who your target market is. As an example, you may have young parents as your target market. Young parents are very concerned about the needs of their children and you may be insuring their assets and helping them to fund their children's college educations. But what if you partnered with a day care so that your clients got a discount, sponsored family centered events that were only available to your client families, and remembered each child's birthday with something that increased their safety?

Are you starting to see what could happen? There are far more reasons to do business with you than any of your competitors for this target market. When you partner with other businesses so they get exposure and help off-set any expenses you might incur you both get exposure to new prospects because it can work both directions. And you've significantly deepened your relationship.

As you add value you're not only deepening the relationship with the parents you're deepening the relationship with the children too. And when those children grow up and have children of their own won't they want their children to have the value of having you as their insurance sales agent? This is a plan for smart marketing now, and you have a built in viral referral system.

When those little kids get these neat things they're going to tell their friends. Their little friends will whine to their parents that they want these things too. It worked pretty powerfully for McDonald's why couldn't it work for you too?