Written by Kira Grieve
Kira is a Senior Campaign Manager at The Selling Factory. Over the last year and a half, she has used her education (Double Gator from UF) and experiences from traveling to coach and encourage over 100 college/UF students on sales outreach, sales tactics and personal goals.
About 80% of new leads never turn into sales. If you’re not generating quality leads, your insurance companies could fall behind the competition. Learning how to ensure quality insurance lead generation is crucial to your success.
Here are a few tips you can use to generate quality leads. As you continue nurturing leads, you can boost sales to ensure your agency’s growth.
Get leagues ahead of the competition with a strong lead generation strategy today!
Your first conversation with a prospect will set the tone for future interactions. Once you generate a lead, respond quickly. The sooner you communicate, the more likely you are to turn that lead into a paying customer.
Always prepare for first contact ahead of time. Research the prospect before calling. The research you gather can help you determine the best way to get around their objections.
Understanding their concerns will show the prospect you care about their insurance needs. You can provide them with the solution they’re looking for to close the sale.
Whether you contact them by phone or email, maintain a friendly tone. Don’t make it sound like you’re interviewing them. Don’t sound too pushy, either.
When reaching out, don’t treat it like a task you need to get done. Instead, engage the prospect.
Have a specific, compelling call to action in mind before each call.
About 80% of sales require five follow-up calls after the initial contact. Unfortunately, 44% of sales reps give up after a single “no.” Start making follow-ups a standard practice.
Follow-up interactions will show your insurance leads you’re invested in their needs.
About 69% of prospective leads want sales professionals to “listen to my needs” after their first contact. Try to listen to the problems your prospects are facing. Use that first conversation to personalize your interactions in the future.
Personalizing your follow-up calls will allow you to close quality leads.
Use different mediums to follow up with your leads. For example, phone, text, social media, and emails.
For an effective follow-up sales call:
Using multiple mediums can improve your response rates. However, you don’t want to come off as too pushy. Create a follow-up schedule to avoid sending too many messages at once.
You don’t want to leave follow-ups to chance. Divide your schedule between active leads (those ready to convert) and passive leads (those that need time). A long-term follow-up schedule will ensure you keep the line of communication open.
Create call logs to start documenting the details of each conversation. You can keep track of what was discussed.
When nurturing leads with follow-up calls, consider your timing. Not every day and time is convenient. Adjusting your timing could help you generate more conversions.
The best days for calls are Wednesdays and Thursdays. Calling in the middle of the week will give prospects time to consider your offer. The best time to call is right before lunch or around 4 pm.
The best time to call isn’t always the best time to email. Check the data from your previous email campaigns. Using analytics can help you send your follow-up emails at the best time possible.
Talk to your salespeople. They can help you complete more outbound calls quickly.
With their help, you can learn from previous calls to improve your timing later.
Your existing insurance clients can help you find new clients.
Ask your satisfied customers for referrals. They can help you generate a list of quality leads you can contact later.
Personalize these interactions by mentioning the referral by name.
You can also create a referral program to encourage your existing clients. Use incentives like movie tickets or gift cards. Make sure you choose incentives that aren’t attached to a sale.
Future clients might feel more comfortable trusting your insurance business after reading a client’s review. In fact, 93% of customers read reviews to determine a business’s quality. About 72% won’t take action until they’ve read reviews.
Share client testimonial videos on your website or social media accounts. Ask your happy clients to share their thoughts on your Google Business listing as well. Have clients mention you as their sales rep by name.
Positive reviews will strengthen your reputation, helping you gain new leads.
Tons of people need insurance! To gain quality leads, network with people outside of your circle. For example, you can:
Remain active in your community. Show locals that you’re available to answer their questions. However, you shouldn’t treat these situations like a sales presentation.
Instead, remain sincere when contributing to your community. These sincere moments can help you remain top-of-mind. It could help you draw prospects to your insurance agency when they need you.
As you apply these insurance marketing tips, track and analyze the results of your efforts. Use data to make informed adjustments.
As you continue improving your campaigns, your ROI will rise.
Once you determine which methods are most effective, talk to your sales support team. You can strengthen your team’s output to close more deals. Working with quality salespeople will enable you to work smarter, not harder.
A strong lead generation strategy will help you appear in front of more clients. As you gain quality leads, nurture your insurance leads to generate more sales. Use these insurance lead generation tips to ensure success today.
Need to expand your sales team to put these tips to the test? We can help.
Contact us today to learn more!