You cannot simply buy insurance leads and hope for the best. Instead, you need to treat every lead like your last one. In other words, you need to do whatever you can to make a sale. Sometimes, this means a long sales cycle. Other times, however, you will be able to close a deal after one phone call.
Here are five things you should do (in most cases) after buying insurance leads:
1. Don’t delay. Remember, you are not the only agent out there. There are others who are trying to sell a policy to the same consumer. It should be your goal to be the first agent to speak with a consumer. This does not guarantee success, but it will go a long way in improving your chance of making a sale. There is something to be said for being first in the door, and you should strive to make this happen as often as possible.
2. Never give up. Some agents will call a consumer once, maybe twice, to see if they can make a deal. If things don’t work out right away, they move onto the next lead and hope for a quicker sale. While it is important to keep many leads in your pipeline, you don’t want to give up on a consumer just because he or she is being a bit slow. Instead, stick with your plan and continue to offer your assistance. You never know when the tides will turn and you will close a deal.
3. Follow up on a regular schedule. Sometimes, you are the one who sets the schedule. Other times, the consumer will tell you when to get back in touch with him or her. Either way, you need to keep your name and information in front of the consumer until a decision is made. Don’t be shy about following up at least once per week, if not more. The consumer will tell you when to stop.
4. Don’t do all the talking. The first time you speak with a consumer you may be tempted to throw out a lot of information regarding your company as well as the products and services that you offer. Providing information is good, but you don’t want to go overboard. Make sure you give the other party the chance to speak their mind and ask questions. This will help you better understand what the buyer is looking for.
5. Opt for more than one communication method. Some consumers like to communicate solely via the telephone. That being said, there are a growing number of buyers who would rather to business via email. Don’t shy away from this. Instead, embrace your role as an agent who is willing to communicate via email if necessary. This may be new to you, but it is something that could help you make more sales.
If you are going to spend money on insurance leads, you should do your best to make as many sales as possible – this should go without saying. Implement the five tips above to ensure that you are on the right track.
As you get started with buying insurance leads, it may be difficult to realize that you often times have to follow many steps before making a sale. The more comfortable you become with this marketing method, the easier it will be for you to adjust on the fly in the future.
There is a reason why so many agents are buying internet leads: this is a great way to increase sales and profits.