Utilizing Insurance Leads
You've signed up with an established and trusted referral service, set your filters and have, at long last, received an insurance lead. Now what do you do?
To help you make the most out of your insurance leads, we at InsureMe have put together some tips for approaching the consumer after receiving a referral—increasing your closing ratio and expanding your client base.
Establishing Contact with the Lead
Establishing contact with the consumer as soon as you receive the lead is the most fundamental tool to finding success with your referrals. Because InsureMe leads are delivered within seconds of completion, you can often reach the consumer while they're still sitting at their computer—eager and interested in insurance.
Using your best judgment during late-night or early-morning hours, it's best to contact the lead by phone and email. A phone call allows you to establish contact immediately, while the email gives you a way to present yourself to the consumer, detailing any information you wish to reveal about yourself, your company and your services. An email is also a great follow-up tool after speaking with the consumer—thanking the consumer for their time and consideration of your services.
Can't get a hold of the consumer on your first or second attempt? Keep trying! Vary your call times to the numbers provided, and take advantage of email to entice the consumer to contact you. In extreme instances, it may take a couple weeks to reach the lead, but establishing contact is the only way to begin a relationship with a potential client. Just remember to pursue the lead tactfully—no one likes to feel hunted!
Additional Tip: Create a template for your leads that you can insert into your emails. Include your name, some background information about yourself and how you can best be reached.
Approaching the Consumer
So you've established contact. In fact, you have them on the phone right now. Where do you go from here?
Most experienced agents agree that it's best to stop the sales pitch and start a conversation. The best way to get the consumer talking is to ask one or two open-ended questions regarding their insurance needs and motivations. By allowing the consumer to communicate their needs, you can tailor the advantages of your services accordingly.
You can also engage the potential clients by eliminating all possible sales pressure—no one likes to feel as if they're being sold. To avoid sales pressure, be sure that you stay focused on key factors that are important to the consumer—what they're looking for in their insurance coverage and their insurance agent, exploring ways that your services can help.
It's also important to understand that the lead is likely comparing your service to a handful of others; therefore it's essential that you concentrate on how your services can meet their needs.
In addition to providing a quote, you can go a step further by providing potential clients with promotional materials or packages—putting the details of your services and benefits in print will show the consumer that you will work hard for them—and give the consumer something to refer to come decision time.
Additional Tip: Does your auto lead also own their home? Make the most of your lead by cross-selling into other areas. Work up an additional quote to show the consumer what they could save by combining their policies.
Making the Most of Leads Lost
If the consumer decides against using your services you may feel down—but you're not out.
If the consumer is not interested or has already purchased their insurance, follow up with the consumer in six months when it's time to renew the policy. Chances are they'll be ready to shop for insurance again!
Additional Tip: Set up an electronic alert via email after speaking with an uninterested referral, detailing their name, contact information and any other details about the consumer, (names of children, interests in financial services, etc.) The consumer will be impressed that you've made a point to remember them!
Take Your Leads to New Heights!
With the competitive nature of the insurance industry, finding and selling new clients can be challenging. But these tips, paired with InsureMe's fresh, high-quality leads, can help you expand your client base in ways you never thought possible!
This information was provided by InsureMe, the leader in online insurance leads for the insurance industry. Since 1993, InsureMe has helped thousands of insurance agents succeed in the insurance business by providing top quality leads that are both detailed and affordable. For more information on InsureMe leads, please visit our agent Web site agent.insureme.com
