According to an Insurance Barometer study carried out in 2019, 60% of Americans are covered by life insurance. Of those who are covered 1 in 5 respondents say that they do not have enough insurance.
Do you know the best part? Half of the adults surveyed visited an insurance company website to seek more information and 1 out 3 purchased a policy online. What these statistics mean is, without a strong insurance lead generation strategy you can lose ready to buy clients.
The statistics also tell us that there are enough leads online for anyone that has the right insurance lead generation strategy. In this article, we are not going to focus on what insurance leads generation strategy to implement.
Instead, we are going to look at the lessons we can learn from different strategies people use to get leads. That way, you will know beforehand what is working and what is not.
Lesson #1. Contact Your Prospect First
It is no secret that 78% of the potential buyers will convert first when they are contacted. The key here is contacting your prospect first. It can either be through a phone call, email, or text message.
To improve your conversion, you have to follow up first and urgently. If you have been in the insurance industry for long, you will realize that contacting a prospect and initiating conversation is not easy. There’s always that fear on how the prospect will respond and the fear of rejection.
But you don’t need to worry about that if do the following:
Prepare How You Going To Contact Them
Zig Ziglar, one of the famous personal improvement coaches said that success will only occur when the opportunity meets preparation. That said, you must invest in deep research to understand your prospects much better. That way, you will be in a position to even anticipate their objections and have an excellent rebuttal when they bring it up. If you do that well, the potential prospect will understand that you have their interests at heart.
Be Conversational and Friendly
Your tone matters a lot when you are reaching out to potential clients. You must have a friendly tone. Never sound like you are having an official conversation with the prospect.
Prepare to Go All In
The mistakes insurance agents are making is treating the potential buyer like a check-off list. If you are seriously going to get the business to ensure that you give it your all. Practice every step of the sales system and master it.
Lesson # 2. Follow- up Accounts for – 70% of leads
The second biggest mistake insurance agents and companies make is they never take the time to follow up with the leads. Once they receive a no or rejection that is the end of the sale.
Think of it this way:
Sales is like dating. When you meet a lady, the first thing you will do is get her number. The purpose of getting her number is to keep in touch and inviting her for dates. During this dating period, the girl decides if they will be with you or not.
Even if she says no, maybe because she doesn't know you. She will say yes if you persist. A lady can't marry a man on the first date. That is exactly what happens with sales.
When it comes to generating insurance leads and sales, just like you do on a date, you need to:
Create an Excellent Follow Up Routine
Your follow up routine on leads needs to have activities. Your routine should consist of calls or email marketing campaigns. Every month, you can decide to send a newsletter to your prospects to share more information or to educate them about the policy. The more you keep in touch educating your prospects, the more they will convert with time. The purpose of having an excellent follow-up system is to keep the lines of communication open.
Use Channels to Create a follow-up Campaign
It is the 20th century and there are so many channels to keep up with your clients. We have clients who rarely use emails, but they are active on social media. That said, if you are not using all the channels to follow up with your clients, you will lose potential leads and sales.
Understand the Right Time to Follow Up
Every interaction with your client is not a follow-up time. Not the right time to do a follow-up. Sometimes, you can just pass by to say hi or share useful information with them.
Lesson #3: Respond to your prospects within 1 minute using a welcome email or SMS
When you respond quickly it sends a different message to your client. Your client understands that they are important. In other words, first impressions are important.
Use the welcome email or text message to say hello to your potential leads to start that initial conversation with them. One way to respond quickly with potential leads is making sure your website is integrated with a signup form or landing page. That way, your response will be automated.
Lesson #4. Every follows Up Must have a Call to action
Depending on each channel you use, ensure you have a call to action at the end. A call to action is, the response you want to get after you have left your prospect a message, email or call. The call to action will include things like downloading a white paper on a certain topic, visiting your office, calling you, or even you having to visit them. That way, you will be giving them something to look forward to.
If you want to know whether your insurance lead generation is working is tracking and measuring the results. That's because you can improve what you measure. Since you are in sales, you also need to know how many deals you close through the phone, emails, text messages, and social media. Tracking these stats will help you understand your strengths and where you can improve.