Understanding the Procuring and Switching Habits of SME Shoppers

Within the ever-evolving panorama of SME insurance coverage, understanding the purchasing and switching habits of shoppers is essential for insurers aiming to retain their buyer base and appeal to new shoppers. Our new quarterly SME Tracker gives priceless insights into these behaviours, highlighting key traits and areas for enchancment. 

Excessive Procuring Charges Amongst SME Shoppers 

The research is to assist the launch of a new service from Client Intelligence, anlaysing the SME insurance coverage sector from a shopping for and a promoting perspective. It’ll present distinctive perception into the market, and the way insurers and brokers can adapt to modifications.

Client Intelligence says its research reveals small enterprise house owners are delicate to the worth of canopy however that it isn’t their solely consideration when shopping for insurance coverage.

This ‘switching friction’ results in benefits for the present insurers of SME companies, Client Intelligence says.

When enterprise clients did change insurer, Client Intelligence says this tends to be as a result of they’ll get cheaper charges for a similar or higher cowl, had a poor claims expertise with their earlier insurer or had modified enterprise circumstances requiring completely different protection.

Different causes for switching included cashback incentives and proposals from friends.

Most SMEs stayed with one insurer for between one and three years

Our 2025 Q1 knowledge reveals that on common practically 8 in 10 SME clients actively store round at renewal, with this determine rising as excessive 94% for particular manufacturers! This excessive degree of purchasing intent underscores the aggressive nature of the market and the significance of proactive retention efforts. Insurers should deal with clear worth communication and creating renewal experiences that scale back friction to retain their clients. 

Procuring Channels Used 

Relating to looking for business insurance coverage, value comparability web sites (PCWs) are nonetheless the go-to selection for a lot of SME shoppers. A big 64% of our respondents use PCWs, nevertheless, conventional channels nonetheless maintain relevance, with over 1 / 4 of respondents partaking by cellphone or via brokers, indicating a continued demand for private service and recommendation.  

Switching Behaviour and Causes 

Switching suppliers is a typical apply within the SME market, with simply over half of business insurance coverage clients (51%) switching at renewal. Unsurprisingly, value stays the highest purpose for switching, with 34% citing a less expensive renewal and 25% selecting the bottom premium accessible. Different elements driving switching embody higher worth, altering wants, and repair points corresponding to poor digital or name centre experiences. 

Retention Challenges 

Retention charges differ considerably amongst suppliers. This disparity highlights the challenges confronted by some insurers in sustaining buyer loyalty and the necessity for focused retention methods. By understanding how shoppers view your model, you’ll be able to take the mandatory steps to reinforce engagement and higher retain these delicate clients.    

The insights from our quarterly SME Tracker emphasize the significance of understanding and addressing the purchasing and switching habits of SME shoppers. By specializing in clear worth communication, enhancing service experiences, and leveraging each digital and conventional channels, insurers can higher meet the wants of their clients and improve retention charges.  

Need to see the way you stack up in opposition to your friends? We’ve got the information and insights that will help you benchmark and make impactful modifications. With actionable insights, it is by no means been simpler to show knowledge into alternative. Uncover the ability of our SME Tracker and rework what you are promoting at present.