CN109191206A - A kind of insurance marketing method to strike a bargain from client development to client - Google Patents
A kind of insurance marketing method to strike a bargain from client development to client Download PDFInfo
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- CN109191206A CN109191206A CN201811020047.9A CN201811020047A CN109191206A CN 109191206 A CN109191206 A CN 109191206A CN 201811020047 A CN201811020047 A CN 201811020047A CN 109191206 A CN109191206 A CN 109191206A
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Abstract
The present invention provides a kind of insurance marketing method to strike a bargain from client development to client, S1: providing value-added service to the client for having bought insurance, establishes service system；S2: declaration form viewing service is brought to the essential project of service system, the insurance that combing had been bought with assessment into；S3: analyzing the family income and expenditure of client, determines affiliated family type；S4: according to the family type of client, family's demand for insurance is analyzed；S5: the principle of the result and science purchase insurance inspected according to declaration form determines the insurance notch of customer households；S6: the insurance products of high performance-price ratio are configured for client, this method absorbs the essence of Traditional Marketing mode, in conjunction with consumer psychology principle, policy holder's experience is promoted with the service of un-utilitarian, obtain insurance intention client, including the contents such as family assets planning, declaration form is inspected, protection amount is sold, time value of currency, Standard & Poor family assets configuration quadrantal diagram, the relevant laws and regulations of insurance.
Description
Technical field
The present invention is a kind of insurance marketing method to strike a bargain from client development to client, belongs to marketing field.
Background technique
Insurance Agency is introduced into China from friendly nation in 1992, two insurance market marketing models during the last ten years is always
There is no the variation of essence, which lacks profession basis, the First Driving Force using human feelings, face as conclusion of the business,
It is continued using reason and referral as the source of customers.This marketing model the more is walked the more narrow in the development of insurance industry.On the other hand, with
The passage and the accumulation of insurance frequent customer of time, each company also start to build after-sale service team, but also due to profession
Missing and the utilitarian of service, such after-sale service team loses the first heart of service, has ignored client and there is sense, damage
Customer experience causes the discontented of client.
Lack the professional direction for making insurance marketing deviate from script with service Traditional Marketing mode, insurance products
Confession give insurance products demand disconnect, along with certain historical stage supervision missing, insurance do not have in national economy
Play its due effect, drive into poverty by medical crises, back into poverty by medical crises, because it is unexpected cause it is poor, because unexpected the phenomenon that returning to poverty, is seen everywhere.
DOSM professional service model has biggish progress on the basis of original insurance marketing, by original insurance marketing
Method is dominated from leading turn to of product for the demand of client, and risk identification, risk estimation, risk assessment, Evaluated effect, choosing are passed through
The modes such as technology are selected to analyze the demand of client and provide the configuration of insurance products.But this method also has it to be difficult to overcome
Defect.First, DOSM mode must carry out the excavation and discovery of client's demand for insurance on the basis of having insurance intention client, then
Insurance products are configured to client.However, the greatest problem that current China Insurance practitioner faces is exactly not have insurance intention objective
Family, the very poor public praise of the insurance industry as caused by various historical reasons, they, which dare not go to talk with client, insures, so non-insured
There is also a veryer long conversion processes between insurance intention client by intention client；The theoretical level of second, DOSM system
Higher, the economy of the insurance practitioner for learning the system, finance, the stock of knowledge of financial accounting are more demanding, especially with respect to
The insured amount of various insurance kinds calculates, the overall qualities of this and current Domestic Insurance practitioner form certain contrast, the system can
Replicability receives certain influence.Due to two above defect, the whole nation uses insurance practitioner's limited amount of DOSM system,
The business of the owner of the system is also uneven in whole nation performance, and a line city is better than non-line city, between city at the same level
Operation is also very different.
Summary of the invention
In view of the deficienciess of the prior art, the insurance that it is an object of the present invention to provide a kind of to strike a bargain from client development to client
Marketing method, to solve the problems mentioned in the above background technology.
To achieve the goals above, the present invention is to realize by the following technical solutions: one kind is from client development to visitor
The insurance marketing method that family is struck a bargain, includes the following steps；
S1: value-added service is provided to the client for having bought insurance, establishes service system；
S2: declaration form viewing service is brought to the essential project of service system, the insurance that combing had been bought with assessment into；
S3: the family income and expenditure of client are analyzed, determines customer households type；
S4: family's demand for insurance is analyzed according to the actual conditions of customer households；
S5: the principle of the result and science purchase insurance inspected according to declaration form determines the insurance notch of customer households；
S6: the high insurance products of cost performance are configured for client.
Further, in the S1, the psychological needs of the theoretical basis of service system from client, it is assumed that client does
Purchase movement out is y, in y=f(x1, x2, x3) in function, x1 represents the satisfaction of client, and x2 represents the fear of client,
X3 represents customer experience sense, x1, x3 and y direct proportionality, x2 and the inversely proportional relationship of y, provides excitation satisfaction, overcomes probably
Fear sense, the service activity for promoting experience sense can contribute to strike a bargain.
Further, in the S2, it is one of the insurance service of most worthy provided to client that declaration form, which is inspected, with this
Client is helped to know the insurance itself bought with assessment.
Further, in the S3 and S4, the demand for insurance of client is determined according to customer households series factor, firstly,
The unexpected of client, weight disease, the demand of medical security and its income level, the level of consumption are closely bound up, one of them important ginseng
The standard of examining is that the kinsfolk copes with the expense of the risk and its economic of home duties embodies, due to accident and disease not really
It is qualitative, it can not consider time value of money, and old-age pension and education gold have the property planned for a long time, to consider the time valence of currency
Value, Lao Jin and education gold are annuity in advance, and the present value of annuity is P=A*(P/A, i, n) × (1+i)；Wherein P is the present value of annuity, A
For annuity, n is issue, and i is effective yield；Secondly, according to the suggestion that Standard & Poor plans family assets, high net value client
At least it is not less than the 20% of family assets total value in the investment accounting that assets are saved from damage；Finally, family assets also need when a generation is old
Want inexpensive succession；Different types of family has different demand for insurance, and the above analysis can calculate the insurance of each family
Demand amount.
Further, it in the S5, according to the appraisal procedure and calculated result of S2, S3 and S4, is protected in science purchase
Under the principle of danger, the insurance amount bought is subtracted with the insurance amount of customer households demand, has obtained customer households insurance
The notch of demand.
Further, in the S6, the insurance products of insurance market are compared, choose the higher insurance of cost performance
Product makes up the notch of client's demand for insurance.
Beneficial effects of the present invention: the present invention is a kind of insurance marketing method to strike a bargain from client development to client, this hair
Bright is based on service and insurance marketing method that is professional, reproducible, can passing on, and this method absorbs Traditional Marketing mode
Essence promotes policy holder's experience with the service of un-utilitarian, obtains insurance intention client, knot in conjunction with consumer psychology principle
Close the original that declaration form is inspected, insured amount sale, time value of currency, Standard & Poor family assets planning quadrantal diagram, science purchase are insured
Then, insure the contents such as relevant laws and regulations, the insurance configuration of client is brought into the Thinking Paradigm of science, this service is driven
The marketing of dynamic formula objectively improves the experience for having purchased policy holder, has retrieved the public praise of industry to a certain extent, prior
Be give insurance scienceization configuration landing tool, visitor is obtained with service, with profession strike a bargain, this method have science, can
Operability, reproducibility, can hand down.In summary, the insurance marketing method can not only be promoted insurance frequent customer experience but also
It can promote new single conclusion of the business, have double action.
Detailed description of the invention
Upon reading the detailed description of non-limiting embodiments with reference to the following drawings, other feature of the invention,
Objects and advantages will become more apparent upon.
Fig. 1 is a kind of flow chart of the insurance marketing method to strike a bargain from client development to client of the present invention；
Fig. 2 is a kind of service of policy holder's value-added service of the insurance marketing method to strike a bargain from client development to client of the present invention
System figure.
Specific embodiment
To be easy to understand the technical means, the creative features, the aims and the efficiencies achieved by the present invention, below with reference to
Specific embodiment, the present invention is further explained.
Fig. 1-Fig. 2 is please referred to, the present invention provides a kind of technical solution: a kind of insurance battalion to strike a bargain from client development to client
Pin method, includes the following steps；
S1: value-added service is provided to the client for having bought insurance, establishes service system；
S2: declaration form viewing service is brought to the essential project of service system, the insurance that combing had been bought with assessment into；
S3: the family income and expenditure of client are analyzed, determines customer households type；
S4: family's demand for insurance is analyzed according to the actual conditions of customer households；
S5: the principle of the result and science purchase insurance inspected according to declaration form determines the insurance notch of customer households；
S6: the high insurance products of cost performance are configured for client.
In the S1, the psychological needs of the theoretical basis of service system from client, it is assumed that it is dynamic that client makes purchase
Work is y, in y=f(x1, x2, x3) in function, x1 represents the satisfaction of client, and x2 represents the fear of client, and x3 represents visitor
Family experience sense, x1, x3 and y direct proportionality, x2 and the inversely proportional relationship of y, provide excitation satisfaction, overcome fear, mention
The service activity for rising experience sense can contribute to strike a bargain.
In the S2, it is one of the insurance service of most worthy provided to client that declaration form, which is inspected, helps client with this
Know the insurance itself bought with assessment.
In the S3 and S4, the demand for insurance of client is determined according to customer households series factor, firstly, the meaning of client
Outside, weight disease, the demand of medical security and its income level, the level of consumption are closely bound up, one of them important reference standard is
The kinsfolk copes with the expense of the risk and its economic of home duties embodies, due to the uncertainty of accident and disease, nothing
Method considers time value of money, and old-age pension and education gold have the property planned for a long time, to consider time value of money, Lao Jin
It is annuity in advance with education gold, the present value of annuity is P=A*(P/A, i, n) × (1+i)；Wherein P is the present value of annuity, and A is annuity, n
For issue, i is effective yield；Secondly, high net value client protects in assets according to the suggestion that Standard & Poor plans family assets
Full investment accounting is at least not less than the 20% of family assets total value；Finally, also assets need low cost for family when a generation is old
Succession；Different types of family has different demand for insurance, and the above analysis can obtain client house from qualitative, quantitative two dimensions
The demand for insurance in front yard.
In the S5, according to the appraisal procedure and calculated result of S2, S3 and S4, in the principle of science purchase insurance
Under, the insurance amount bought is subtracted with the insurance amount of customer households demand, has obtained lacking for customer households demand for insurance
Mouthful.
In the S6, the insurance products of insurance market are compared, the higher insurance products of cost performance is chosen and makes up
The notch of client's demand for insurance.
Embodiment:
In S1 step, key content is the foundation of the service system for policy holder, provided by this service system
Policy holder's demand is catered in service, and to guarantee service quality, the offer of the service needs to carry out different industry to a certain extent whole
It closes, the people of profession is allowed to do the thing of profession, reach client and share, the situation of all-win.Can service content for reference include: baby
The universal of child's health knowledge, early education introduction, parent-offspring's activity, the health of women, the reply of minor's puberty and converse phase,
Screening for cancer, genetic test etc..In short, the content of this service system should can evoke client there are sense, help client
Fear is coped with, the experience sense of client is promoted.
In seven services that wherein attached drawing 1 includes, the client of insurance still either is bought all in outer company in our company
Can enjoy, the middle age pay premium 10,000 yuan it is below be a star client, 1-2 service content can be enjoyed, pay guarantor year
Taking 1 to 3 ten thousand is two star clients, can enjoy 1-4 service content, and paying premium year 3 to 5 ten thousand is Samsung client,
1-5 service content can be enjoyed, paying premium year 5 to 10 ten thousand is four star clients, can be enjoyed in 1-6 services
Hold, paying premium year 100,000 or more is five-pointed star client, can enjoy 1-7 service content, the visitor of corresponding each classification
Different classes of customer service card is all allotted at family, makes up the blank of insurance service, promotes customer experience.
In S2, in the service item that declaration form is inspected, on the one hand it is to aid in client's combing and understands the guarantor bought
Danger such as ensures at the details, and more important is in the declaration form that client is bought, it can be found that its not scientific place and propose to improve it
Plan.A client is now randomly choosed as analysis object, arranges all insurance contracts of its family, production family's declaration form is inspected
Table, it is specific as shown in table 1 because insurant is insurance subject, and possesses the main body of the guarantee, thus with warrantee be to close
Key word arranges declaration form, analyzes its family and currently ensures situation.
1 family's declaration form of table inspects list position: member
The declaration form of analysis Zhang San family inspects table, by the guarantee of each insurant according to weight disease guarantee, unexpected guarantee, medical treatment
Ensure, education gold, old-age pension, isolation, pass on, declare and summarized, as shown in table 2, can clearly find out family each
The guarantee that member possesses.
2 family's declaration form of table inspects summary sheet
Unit: member
| Insurance coverage | Zhang San | Li Si | Zhang little San | Remarks |
| Weight disease guarantee | 250000 | 0 | 0 | |
| It is unexpected to ensure | 0 | 0 | 0 | |
| Medical security | 5000000 | 200000 | 200000 | |
| Education gold | 0 | 0 | 0 | |
| Old-age pension | 10000 | 0 | 0 | |
| Isolation | ||||
| Succession | ||||
| It declares |
As can be seen that the kinsfolk of Zhang San is configured with insurance products from table 2, table 3, related content is whole in insurance contract
Reason as above, completes the first step for allowing client to know itself purchase insurance, in addition, inspected in terms of result from above declaration form,
There are also below not scientific for the insurance configuration of three families；
First, Zhang San does not buy in the case that disease insurance amount is inadequate again in casualty insurance as master of the house and just has purchased reason
Wealth insurance, once something unexpected happened and weight strong wind danger, existing guarantee can not give sufficient economic compensation, and the family of Zhang San is raw
Work also will receive very big influence, so, the accident that Zhang San should buy oneself again ensures and increases weight disease insurance protection amount.
Second, financing that Zhang San insures insurance, beneficiary and insurer are same people, according to the regulation of insurance contract,
Once Zhang San dies, insurance money becomes Zhang San's legacy, is allocated according to the regulation of " inheritance act ", can not play orientation succession
Effect.
Third, the spouse of Zhang San and the casualty insurance of child, weight disease insurance are not bought, further relate to Zhang San and buy financing danger
Behavior be unscientific.
In S3 and S4 step, analyzes the family income of client and expenditure, customer households are divided into different family's classes
Not.Firstly, the unexpected of client, weight disease, the demand of medical security and its income level, the level of consumption are closely bound up, one of them
Important reference standard is that the kinsfolk copes with the expense of the risk and its economic of home duties embodies.Due to accident and disease
The uncertainty of disease can not consider time value of money, and old-age pension and education fitting have the property planned for a long time, thus examine
Consider time value of money.Old-age pension and education gold are all annuity in advance, and the present value of annuity is P=A*(P/A, i, n) × (1+i)；
Wherein P is the present value of annuity, and A is annuity, and n is issue, and i is effective yield；Secondly, according to Standard & Poor family assets configuration as
Limit figure, the accounting that high net value client saves the investment of (isolation, declare) including assets in assets from damage are at least not less than 20%；Again
Secondary, when a generation is old, family assets are also required to inexpensive succession；Different types of family has different demand for insurance, still,
In order to enable invention has reproducibility, propagability, the present invention, which calculates, ensures amount required for different home classification.System
Make the present worth inquiry table of education gold, old-age pension.
Suggest in table in family protection below, as shown in table 3, table 4, table 5, the criteria for classifying of home category are as follows: common
Family is family of the annual income less than 100,000 yuan；Moderately well-off family is the family of annual family income 10 ten thousand to 20 ten thousand；Zhong Chan family is
The family of annual family income 20 ten thousand to 50 ten thousand；Plentiful family is the family of annual family income 50 ten thousand to 100 ten thousand；Wealthy family is family
Family of the front yard annual income at 1,000,000 yuan or more.The suggestion that kinsfolk ensures is according to following foundation: the protection amount of major disease is to control
Treatment expense, rehabilitation expense, home duties it is economical embody, revenue losses four and；The protection amount of casualty insurance is insurant institute
The economic of the home duties undertaken embodies, including kinsfolk's living expense, parent's endowment expense, children's education etc.；Medical treatment is protected
The protection amount of danger is the sum of the medical expense of serious disease, expense of recuperating；Education gold is prepared as the spending for education being adapted with living standard；
Old-age pension is prepared as paying with the endowment that living standard is adapted；The effect be isolated, pass on, declared is that assets are saved from damage, usually
Just there is such demand in wealthy family.
Ten thousand yuan/the people in list position is suggested in 3 family protection of table
4 old-age pension present worth inquiry table of table
| 30000 | 40000 | 50000 | 60000 | 70000 | 80000 | 90000 | |
| 40 | 239448 | 319263 | 399079 | 478895 | 558711 | 638527 | 718343 |
| 41 | 246626 | 328835 | 411044 | 493252 | 575461 | 657670 | 739879 |
| 42 | 254021 | 338695 | 423369 | 508042 | 592716 | 677390 | 762063 |
| 43 | 261632 | 348843 | 436054 | 523265 | 610475 | 697686 | 784897 |
| 44 | 269503 | 359337 | 449171 | 539006 | 628840 | 718674 | 808509 |
| 45 | 277590 | 370120 | 462649 | 555179 | 647709 | 740239 | 832769 |
| 46 | 285893 | 381190 | 476488 | 571785 | 667083 | 762381 | 857678 |
| 47 | 294498 | 392665 | 490831 | 588997 | 687163 | 785329 | 883495 |
| 48 | 303320 | 404427 | 505534 | 606641 | 707748 | 808854 | 909961 |
| 49 | 312402 | 416536 | 520670 | 624804 | 728938 | 833072 | 937206 |
| 50 | 321786 | 429048 | 536310 | 643572 | 750834 | 858096 | 965358 |
| 51 | 331430 | 441906 | 552383 | 662859 | 773336 | 883812 | 994289 |
| 52 | 340511 | 454015 | 567519 | 681022 | 794526 | 908030 | 1021533 |
| 53 | 351625 | 468833 | 586042 | 703250 | 820459 | 937667 | 1054875 |
| 54 | 362177 | 482903 | 603628 | 724354 | 845079 | 965805 | 1086531 |
| 55 | 373031 | 497375 | 621719 | 746063 | 870407 | 994750 | 1119094 |
| 56 | 384232 | 512309 | 640386 | 768464 | 896541 | 1024618 | 1152695 |
| 57 | 395735 | 527647 | 659558 | 791470 | 923382 | 1055293 | 1187205 |
| 58 | 407627 | 543503 | 679379 | 815255 | 951131 | 1087006 | 1222882 |
| 59 | 419866 | 559821 | 699776 | 839731 | 979687 | 1119642 | 1259597 |
| 60 | 432450 | 576600 | 720750 | 864900 | 1009050 | 1153200 | 1297350 |
Unit: member
In table 4, horizontal direction numerical value indicates annual old-age pension expenditure, and vertical direction numerical value indicates the age, according to practical receipts
Beneficial rate 3% calculates present worth.Since length is limited, upper table has intercepted partial data to illustrate the marketing method.
Table 5 educates golden present worth inquiry table unit: member
| 30000 | 40000 | 50000 | 60000 | 70000 | 80000 | 90000 | 100000 | |
| 0 | 506304 | 675072 | 843840 | 1012608 | 1181376 | 1350144 | 1518912 | 1687680 |
| 1 | 492393 | 656524 | 820655 | 984786 | 1148917 | 1313048 | 1477179 | 1641310 |
| 2 | 478065 | 637420 | 796775 | 956130 | 1115485 | 1274840 | 1434195 | 1593550 |
| 3 | 463308 | 617744 | 772180 | 926616 | 1081052 | 1235488 | 1389924 | 1544360 |
| 4 | 448107 | 597476 | 746845 | 896214 | 1045583 | 1194952 | 1344321 | 1493690 |
| 5 | 432450 | 576600 | 720750 | 864900 | 1009050 | 1153200 | 1297350 | 1441500 |
| 6 | 416325 | 555100 | 693875 | 832650 | 971425 | 1110200 | 1248975 | 1387750 |
| 7 | 399714 | 532952 | 666190 | 799428 | 932666 | 1065904 | 1199142 | 1332380 |
| 8 | 382605 | 510140 | 637675 | 765210 | 892745 | 1020280 | 1147815 | 1275350 |
| 9 | 364983 | 486644 | 608305 | 729966 | 851627 | 973288 | 1094949 | 1216610 |
| 10 | 346833 | 462444 | 578055 | 693666 | 809277 | 924888 | 1040499 | 1156110 |
| 11 | 328137 | 437516 | 546895 | 656274 | 765653 | 875032 | 984411 | 1093790 |
| 12 | 308883 | 411844 | 514805 | 617766 | 720727 | 823688 | 926649 | 1029610 |
| 13 | 289050 | 385400 | 481750 | 578100 | 674450 | 770800 | 867150 | 963500 |
| 14 | 268620 | 358160 | 447700 | 537240 | 626780 | 716320 | 805860 | 895400 |
| 15 | 247578 | 330104 | 412630 | 495156 | 577682 | 660208 | 742734 | 825260 |
| 16 | 225906 | 301208 | 376510 | 451812 | 527114 | 602416 | 677718 | 753020 |
| 17 | 203583 | 271444 | 339305 | 407166 | 475027 | 542888 | 610749 | 678610 |
| 18 | 180591 | 240788 | 300985 | 361182 | 421379 | 481576 | 541773 | 601970 |
| 19 | 156909 | 209212 | 261515 | 313818 | 366121 | 418424 | 470727 | 523030 |
| 20 | 132516 | 176688 | 220860 | 265032 | 309204 | 353376 | 397548 | 441720 |
| 21 | 107391 | 143188 | 178985 | 214782 | 250579 | 286376 | 322173 | 357970 |
| 22 | 81513 | 108684 | 135855 | 163026 | 190197 | 217368 | 244539 | 271710 |
| 23 | 54804 | 73072 | 91340 | 109608 | 127876 | 146144 | 164412 | 182680 |
| 24 | 27405 | 36540 | 45675 | 54810 | 63945 | 73080 | 82215 | 91350 |
In upper table 5, horizontal direction numerical value indicates annual education gold expenditure, and vertical direction numerical value indicates the age, according to practical receipts
Beneficial rate 3% calculates present worth.Since length is limited, upper table has intercepted partial data to illustrate the marketing method.
The S5 the step of, by the insurance cover that the declaration form in S2 step is inspected in result and S3, S4 step suggest amount into
Row comparison, obtains the insurance cover notch of customer households, as shown in table 6.
6 kinsfolk's risk of table inspects table
Unit: Wan Yuan
Inspecting result by the risk of table 6, to can be seen that existing for the kinsfolk insurance notch larger, especially it is unexpected,
In terms of major disease, medical security.These risks produce huge threat to the family life, make the energy of family's resisting risk
Power is weaker.The family education gold, old-age pension do not accomplish to allocate a fund for its specified purpose, do not set up independent account yet, this no matter for
The education or the endowment of itself of child is all a huge threat.The quality of family life is seriously affected.
On the whole, the ability of the resisting risk of the family is very weak, and the personal risk of each kinsfolk does not shift effectively,
After occurrence risk accident, the living standard of family will receive very big influence.The rail of the development meeting substantial deviation health of family
Mark, it may appear that the case where driving into poverty by medical crises, backing into poverty by medical crises.Education gold, old-age pension cannot ensure, it may appear that rob Peter to pay Paul
Bad situation, the home duties of each member are also baseless to fulfil.
It is the product mix that client does high performance-price ratio according to insurance products in the market the S6 the step of.According to client
The guarantee having determines the guarantee amount suggested according to family income level, is suggested ensureing what amount subtracted with this
Ensure that amount obtains the guarantee that each kinsfolk lacks as shown in table 7, it is high, suitable objective to configure market cost performance to client
The insurance products at family, though in addition, table 7 insurance products configuration suggest be it is scientific and rational, since the insurance of every client disappears
Taking idea difference, family burden difference, product suggestion below can be bought by several times, in order to avoid cause biggish economic pressures and the heart
Manage pressure.
7 insurance products allocation list of table
Unit: member
In conclusion passing through S1: providing value-added service to the client for having bought insurance, establish service system, S2: by declaration form
Viewing service brings the essential project of service system into, S3: the insurance that combing had been bought with assessment analyzes the family of client
Income and expenditure, determine customer households type, S4: family's demand for insurance is analyzed according to the actual conditions of customer households, S5: according to
The principle of result and science purchase insurance that declaration form is inspected determines the insurance notch of customer households, S6: configures cost performance for client
Six steps of high insurance products are expanded the source of customers of insurance practitioner by service system, and help obtains visitor, are taken in increment
Business inputs the insurance theory of science during providing, then carry out declaration form for client and inspect, and finds the unreasonable of insurance configuration
Property with existing insurance notch the product of high performance-price ratio is configured in entire insurance market for client and then as unit of family.
This insurance marketing method threshold to strike a bargain from client development to client is low, practical, has reproducibility, in practical operation
Achieve good effect.
The above shows and describes the basic principles and main features of the present invention and the advantages of the present invention, for this field skill
For art personnel, it is clear that invention is not limited to the details of the above exemplary embodiments, and without departing substantially from spirit of the invention or
In the case where essential characteristic, the present invention can be realized in other specific forms.Therefore, in all respects, should all incite somebody to action
Embodiment regards exemplary as, and is non-limiting, the scope of the present invention by appended claims rather than on state
Bright restriction, it is intended that including all changes that fall within the meaning and scope of the equivalent elements of the claims in the present invention
It is interior.Any reference signs in the claims should not be construed as limiting the involved claims.
In addition, it should be understood that although this specification is described in terms of embodiments, but not each embodiment is only wrapped
Containing an independent technical solution, this description of the specification is merely for the sake of clarity, and those skilled in the art should
It considers the specification as a whole, the technical solutions in the various embodiments may also be suitably combined, forms those skilled in the art
The other embodiments being understood that.
Claims (6)
1. a kind of insurance marketing method to strike a bargain from client development to client, it is characterised in that include the following steps；
S1: value-added service is provided to the client for having bought insurance, establishes service system；
S2: declaration form viewing service is brought to the essential project of service system, the insurance that combing had been bought with assessment into；
S3: the family income and expenditure of client are analyzed, determines customer households type；
S4: family's demand for insurance is analyzed according to the actual conditions of customer households；
S5: the principle of the result and science purchase insurance inspected according to declaration form determines the insurance notch of customer households；
S6: the high insurance products of cost performance are configured for client.
2. a kind of insurance marketing method to strike a bargain from client development to client according to claim 1, it is characterised in that:
In the S1, psychological needs of the basis from client of service system are established, it is assumed that it is y that client, which makes purchase movement, in y
=f(x1, x2, x3) in function, x1 represents the satisfaction of client, and x2 represents the fear of client, and x3 represents customer experience sense, x1,
X3 and y direct proportionality, x2 and the inversely proportional relationship of y, provide excitation satisfaction, overcome fear, promote the clothes of experience sense
Business activity can contribute to strike a bargain.
3. a kind of insurance marketing method to strike a bargain from client development to client according to claim 1, it is characterised in that:
In the S2, it is one of the insurance service of most worthy provided to client that declaration form, which is inspected, helps client to know and assess with this
The insurance itself bought.
4. a kind of insurance marketing method to strike a bargain from client development to client according to claim 1, it is characterised in that:
In the S3 and S4, the demand for insurance of client, unexpected, the weight disease, medical security of client are determined according to customer households series factor
Demand and its income level, the level of consumption it is closely bound up, one of them important reference standard be the kinsfolk reply should
The expense of risk and its economic of home duties embody, and due to the uncertainty of accident and disease, can not consider the time of currency
Value, and old-age pension and education gold have the property planned for a long time, to consider time value of money, Lao Jin and education gold are advance years
Gold, the present value of annuity are P=A*(P/A, i, n) × (1+i)；Wherein P is the present value of annuity, and A is annuity, and n is issue, and i is practical receives
Beneficial rate；Secondly, configuring quadrantal diagram content according to Standard & Poor family assets, the investment accounting that high net value client saves from damage in assets is extremely
It is not less than the 20% of family assets total value less；Finally, family assets are also required to inexpensive succession when a generation is old；Thus, it is different
There is different demand for insurance in the family of type, and the above analysis can obtain the insurance of customer households from qualitative, quantitative two dimensions
Demand.
5. existing according to claim 1 to a kind of insurance marketing method to strike a bargain from client development to client, feature described in 4
In: in the S5, according to the appraisal procedure and calculated result of S2, S3 and S4, under the principle of science purchase insurance, with visitor
The insurance amount of family household demand subtracts the insurance amount bought, and has obtained the notch of customer households demand for insurance.
6. a kind of insurance marketing method to strike a bargain from client development to client according to claim 1, it is characterised in that:
In the S6, the insurance products of insurance market are compared, the selection higher insurance products of cost performance make up client's insurance and need
The notch asked.
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