Sądzę, że już najwyższy czas na to, aby ubezpieczenia na poważnie zaistniały w sieci. Powiem więcej. Jestem przekonany, ze ten rok będzie przełomowy dla kariery ubezpieczeń on-line. Z czego wywodzę to twierdzenie? Przede wszystkim z faktu, który dla obserwatorów polskiego rynku ubezpieczeniowego jest oczywisty. Mianowicie, firmy ubezpieczeniowe ostatnio rzuciły się wręcz na ten, dotychczas dziewiczy rynek dystrybucji produktów.
Choć, jak powszecnie wiadomo, zaczęło się wszystko od Link4 i kilku projektów bankowo – ubezpieczeniowych, obecnie, poczynając od ostatniego kwartału ubiegłego roku, rozpoczął się istny wysyp ofert direct, w tym oczywiście on-line, ukierunkowanych głównie na ubezpieczenia komunikacyjne. I bardzo dobrze. Nic tak, bowiem, nie wpłynie pozytywnie na zainteresowanie tym kanałem sprzedaży, jak duża konkurencja i obecność towarzystw ubezpieczeniowych w internecie i w reklamie.
Chwała, zatem Link4 a ostatnio firmom Axa, czy BRE Ubezpieczenia, za świeże spojrzenie na wiele spraw i odwagę. I nie chodzi tu bynajmniej, tylko o samą innowacyjną formę dystrybucji produktów ubezpieczeniowych. Mam na myśli również nowe elementy, jakie te firmy wniosły na rynek. Chociażby, dotychczas raczej niespotykane w ubezpieczeniach podejście do reklamy, w której zaczęto w końcu kłaść nacisk na korzyści, jakie klient może osiągnąć z takiej czy innej oferty, a nie wyłącznie na jej cechy lub samą markę. Inny przykład to chociażby płatność składki w ratach miesięcznych (dopiero reklama Axy, niejako odświeżyła ten temat w świadomości innych ubezpieczycieli). Także pozytywnie oceniam coraz większą obecność firm ubezpieczeniowych w reklamie internetowej, która generalnie powinna dobrze wpłynąć na cały rynek.
Najważniejszym momentem dla rozwoju rynku ubezpieczeń w sieci, było jednak nie tyle pojawienie się kilka lat temu Link4 ale, moim zdaniem, niedawne wejście Axy, które chyba uświadomiło innym „powagę sytuacji” i realne zagrożenie dla swojej pozycji (jeśli nie obecnie, to w przyszłości), ze strony tak poważnego konkurenta. Konsekwencją tego, było pojawienie się Allianz Direct i projekty internetowe innych zakładów ubezpieczeń. Wśród wszystkich tych propozycji, na uwagę zasługuje projekt BRE Ubezpieczenia, który znakomicie wykorzystał związek z mBankiem, jako platformą marketingu i w rezultacie sprzedaży. Tak liczna, lojalna i precyzyjnie scharakteryzowana grupa klientów tego banku, wydaje się być idealnym celem akcji marketingowych BRE Ubezpieczenia. Zwraca również uwagę to, że firma ta nie ograniczyła się do oferowania własnych produktów ale poprzez powołanie multiagencji, położyła raczej nacisk na zarabianie na produktach innych towarzystw, co było dla wielu sporym zaskoczeniem.
Chciałbym zwrócić uwagę jeszcze na jedną rzecz. Ubezpieczenia on-line to szansa na pojawienie się absolutnie nowego dla ubezpieczeń kanału pozyskiwania klientów, charakterystycznego dla sprzedaży internetowej. Mam na myśli tzw. programy partnerskie, które z powodzeniem funkcjonują w handlu internetowym i dystrybucji usług w sieci. Programy te opierają się na współpracy strony internetowej sprzedawcy produktu lub usługi z innymi stronami, serwisami i portalami, które nie zajmują się sprzedażą, ale jedynie promocją tego produktu / usługi i w rezultacie dokonują przekierowania zainteresowanego konsumenta, na stronę WWW sprzedawcy.
Po wzory zastosowania takich systemów, nie trzeba sięgać daleko. Wystarczy spojrzeć na usługi bankowe, które z powodzeniem, od dłuższego już czasu wykorzystują ten kanał promocji i sprzedaży, np. poprzez współpracę z tak dużymi portalami tematycznymi, jak Money.pl czy Bankier.pl a także szeregiem mniejszych czy zupełnie małych serwisów, wortali a nawet prywatnych stron.
Wreszcie czas na podsumowanie, czyli zadanie kluczowego pytania. Czy klienci będą kupować ubezpieczenia on-line i jaka czeka ich w związku z tym przyszłość?. Nie pozostaje mi powiedzieć nic innego, niż wyrazić swoją wiarę w sukces tego „projektu globalnego”, przyklasnąć mu i mocno trzymać kciuki. Mam świadomość tego, że efekty handlowe mogą, póki co, nie oszałamiać. Jednak klient musi mieć trochę czasu, aby się oswoić się z myślą, że ubezpieczenie można szybko i bezpiecznie wybrać oraz kupić w sieci. A to może trochę potrwać. Ale myślę, że nie tak długo. Jestem naprawdę dobrej myśli, bo przecież w końcu wszyscy wiedzą, że przyszłością całego świata (a nie tylko ubezpieczeń) jest Internet…
Radosław Nowak
Autor jest prezesem multiagencji ubezpieczeniowej INTER-TUR i współtwórcą projektu internetowego www.ExtraUbezpieczenia.pl
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