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Snap Poll on Technology used to support leads

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11 May 2022

Available Only for Members of the NA Celent Insurance Executive Panel

Abstract

Snap polls reflect questions posed by members of the Celent Executive Panel, a group of C level executives in the insurance industry. This question came about from a member who was looking for insights and advice around how others are using technology during the quoting process to better interact and engage with leads.This deck provides a summary of the responses to a Snap Poll conducted May 2- May 8. 18 Insurers responded to this survey over the course of 6 days.

The question that was posed was:

Background:

This insurer is looking at how they engage with prospects in the buying process and is curious about what others are doing and what tech they’re using for some specific features. They’re trying to understand both the state of the industry and also get an idea of technologies that others have found successful.

Questions:

1.Do you offer prospects the ability to purchase their policy at a later date through a provided link?
a) If yes,
1.What lines of business are you offering it to? (e.g. personal, small commercial, middle market, specialty, WC)
2.How are you providing the link? E.g. text message, email, other (please describe)
3.Does your company get value from this?
2.Do you offer prospects the ability to schedule a time to talk to a sales representative through a provided link?
a)If yes,
1.What lines of business are you offering it to? (e.g. personal, small commercial, middle market, specialty, WC)
2.How are you providing the link? Text message, email, other (please describe)
3.Does your company get value from this?
3.Do you offer chat bots during the buying process so the prospect can ask questions about coverage / their quote?
a)If yes,
1. What lines of business are you offering it to? (e.g. personal, small commercial, middle market, specialty, WC)
2. What technology solution do you use?
3. Does your company get value from this?
4.Do you offer on-screen guidance for your own staff for things such as upsell and cross sell coverage opportunities based on class of business, state-specific information, etc.?
a) If yes,
1. What lines of business are you offering it to? (e.g. personal, small commercial, middle market, specialty, WC)
2.What technology solution do you use?
3. Does your company get value from this?
5.Do you prioritize and route leads for your own staff to help pre-screen customers and identify the ones who are more viable than others?
a)If yes,
1.What lines of business are you offering it to? (e.g. personal, small commercial, middle market, specialty, WC)
2. What technology solution do you use?
3.Does your company get value from this?
6. Are there any other interesting or cool things you’re providing during the quoting process that you think are improving conversion?