良好和有效的客户经营,可以给保险公司带来许多利益,如增加保费、降低成本、提高利润、通过转介绍带来新客户、提高业务人员的留存率等。但目前寿险公司对客户经营的认识仍存在一些误区,如更多地关注新保单和新客户、仅仅停留在简单的服务上等,阻碍了客户经营水平的提高。有效客户经营的途径主要有:选择盈利客户,发挥服务员工的关键作用,留住有价值的客户,正确处理客户经营与成本控制、风险控制和提升服务的关系。 Good and effective customer management can bring many benefits to insurance companies such as increasing premiums, reducing costs, increasing profits, introducing new clients through referrals, and increasing the retention rate of business workers. However, current life insurance companies still have some misunderstandings about customer management. For example, they pay more attention to new policies and new customers and simply stay in simple services, which hinders the improvement of their customers’ management. The main ways of effective customer management are: choosing profitable customers, giving play to the key role of service staff, retaining valuable customers, and correctly handling the relationship between customer management and cost control, risk control and service improvement.