If you’ve been to a conference or convention in the event or snow removal industries, you’ve probably seen Spectrum President, Robert Holmes. Rob strongly believes that there is no true replacement for face-to-face interaction and, therefore, racks up quite a few frequent flyer miles attending as many industry events as possible. While networking and meeting new business prospects are obvious reasons to attend these types of events, we also see it as an opportunity to better serve our clients. These are the top five reasons we attend industry conferences and conventions:
1. To Understand Clients’ Needs
Sure, we appreciate modern conveniences, like being able to get quotes online, but insurance is far from a one-size-fits-all solution and a computer cannot understand our clients’ unique needs and circumstances. No two clients’ policies are exactly the same because no two events or companies are exactly the same. We want our clients to have the best protection at the best price, so it helps to get to know them and understand their needs.
2. Education Opportunities
At some events, Rob also has speaking engagements, in which he educates attendees on how they can benefit from weather insurance and what options are available to them. Unlike most insurance brokers, Rob’s background isn’t actually rooted in the insurance business. He is a meteorologist who enjoys sharing his climate and weather knowledge to help people make informed decisions for their businesses.
Not only are these events great opportunities for us to teach our clients about their insurance options, but it’s also an invaluable opportunity for us to learn from them. Attending conferences and conventions keeps us up to date on the many industries of our clients and the challenges they face. When we understand their unique needs, we can create tailor-made solutions that address those needs.
We understand that insurance coverage isn’t a conversation people look forward to, so they tend to push it to the bottom of their to-do lists. By meeting clients at events, we make the process convenient and—dare we say it—enjoyable. We can’t tell you how many times we run into clients at events and they exclaim, “I’ve been meaning to call you!” Then we’ll answer all their questions or discuss changes to their policy on the spot and they can check that conversation off their to-do list.
4. Relationship Building
Additionally, we want our clients to feel comfortable contacting us for help and it’s much easier to do that when we have established a friendly relationship. Should something go wrong, wouldn’t you feel better contacting a friend for help? Meeting clients in person helps us build trusting and lasting relationships. If one of our clients needs to file a claim, they know they just need to give us a call and it’s taken care of.
We have to admit, this is one of the best reasons for attending events. Traveling to events is fun and becoming friends with our clients makes our job more enjoyable and rewarding. Over the years, we’ve developed great relationships with many of our clients. We know so much about their families, their hobbies and their goals for their businesses that we become as invested in their success as are they. Nothing makes us happier than seeing a client’s event break an attendance record, or a snow contractor have their most successful winter yet.
Meet us at any of these upcoming events and follow us on Facebook and LinkedIn to keep up with our whereabouts. If you’ll be at an event we’re attending, drop us a line and we can set up a time to chat!
- Snow and Ice Management Association’s Snow Symposium, Cleveland Ohio, June 26-29
- Accredited Snow Contractors Association’s Executive Summit, Hilton Head Island, South Carolina, August 1-3
- International Entertainment Buyers Association Annual Conference, Nashville, Tennessee, September 30-October 2