10 Tips for Using Online Insurance Leads
Generating leads is a common marketing strategy among agents and with the advent of the Internet, agents can now get a ton of leads online. Here are ten tips on how you can maximize its use and potential.
1. Don’t delay and contact the lead right away.
Being the first agent to make contact with a lead puts you ahead of the competition. Remember that the longer you wait, the slimmer you chances of making a quick sale. A few minutes of delay keeps the gate open for other agents to contact a lead and make a sales pitch.
Online leads are usually received real time. If you make contact with a lead right away, you may still catch them during their free time when it’s still convenient for them to talk. That will make the ball rolling for you right away.
When you promptly make contact with a lead, this shows efficient customer service and it is definitely an advantage on your end.
If you want to be more efficient in handling this leads even when you’re on-the-go, you can program your e-mail and phones to receive leads.
2. Familiarize yourself with the lead’s information.
Potential clients have already filled out a form with their information, so asking them to repeat this data over the phone can turn them off. Make sure that you familiarize yourself with their details. This will show that you are serious and intent on helping them. If you need to ask or clarifying something, make it clear that you are only asking for confirmation.
3. Start a conversation not a sales pitch.
Being memorable is important if you want to increase your chances of making a sale. Leads are more likely to remember you based on how you make them feel. If they feel like you’re sincere and they can trust you, it is very likely that they will do business with you. You can do that by starting a conversation, and not a marketing speech.
When you contact your leads, it’s essential that you ask questions in order to get your leads talking about their needs and the kind of product that they look for. Your main task in this is to listen, and help them find the right policy based on the information the information they disclosed with you.
4. Follow-up through e-mail.
After your initial call with a lead, send a follow-up email that contains introductory information about your product, as well as the company you represent. Include your information as well.
5. Be persistent.
There may be times when you can make a sale on the first phone call, but this is not the norm. Most of the time, you need to contact a lead for about 5 to 6 times before you can make a sale. It pays to be persistent, but remember not to be too pesky either. When a lead tells you to stop, you should.
You also need to consider that there will be times when some leads are hard to reach. Use different ways on how to contact them in order to establish contact and build a relationship.
6. Speak in a cheerful yet professional tone.
Your tone speaks so much about your attitude towards you job and in dealing with your clients, so make sure that you speak with your leads in a professional and enthusiastic tone. The key is to sound confident, yet compassionate enough so that they will feel comfortable talking to you.
7. Answer questions efficiently.
You can only this if you know the ins and outs of the products you offer. When a lead asks you a question, it’s important that you provide clear and direct answers. Take advantage when a potential client comes to you with inquiries because that’s when you can show your expertise and why you are better than the competition.
8. Make yourself available at all times.
As an agent, you should be available to answer questions from your clients at all times. As you make contact with a new lead, it’s essential that you inform where and how they can reach you should they need to ask or clarify something.
Meanwhile, if a lead is in the same area as you, let them know of this as well. Some people are more comfortable trusting someone they met personally and have been face to face with.
9. Diversify your lead strategy.
Online leads are useful marketing tools, but that doesn’t mean that you should rely solely on them. Other ways of generating leads are also useful and can yield sales for you. Examples of this are cold calling and direct mailing.
Experts always say that you should take advantage of the different methods of generating leads, instead on focusing on only one. When you learn the ropes of the different lead generation techniques, you can expect a higher lead flow and increase in sales.
10. Designate a budget.
Online leads can generate income on your end but it’s important to set a limit on how much you’re going to pay for them. Only go for a quantity of leads that your marketing budget can handle.
Consider that not all leads will turn into sales. It’s important that you keep track of what you spend and your ROI on a regular basis. If you have an 8 percent close rate, you are right on track or at least breaking even.
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