After doing some research, you have chosen a lead provider that provides fresh, real-time leads. You also set filters to only receive leads that you can write. Now they are in your inbox. What now?
It’s a great way for you to start your career. These tips will help you sell leads like an expert and outperform the competition.
Contacting Lead
It is crucial to contact your leads promptly when you want to capitalize on insurance leads. This is especially important if you are buying real-time leads. By making contact immediately, you can offer a quote to a consumer who is in the shopping mood and curious about what you can do.
What should you do after receiving the lead? Should you email or call the prospect? It really comes down to personal preference. Agents feel it is less intrusive if they email leads than they do if they call them. However, some agents prefer to make immediate contact by phone. It’s likely that you will have the best success using both email and phone to reach your lead.
You can reach a lead via phone or email if you cannot get in touch with them. Send them an email describing who you are, what you offer, and the company you represent. After speaking to a lead, email is a great way to follow up. It allows you to thank them for their time and express your desire to establish a business relationship.
Don’t lose heart if you are unable to reach the prospect the first or second time. You can vary your call times or send an email reminder to the prospect about what you can do. Remember to follow up on leads with tactfulness. No one likes feeling chased.
Expert Tip – You might consider creating a template that you can insert in the footer of your emails to speed up the contact process. Include your name, brief professional information and how to reach you.
Lead
Once you’ve made contact with the lead, and they are interested in your services, it’s time for you to make them a client. How do you close the deal?
You’ve likely learned that it is important to place less emphasis on selling and more on engaging prospects in conversation. You can learn more about your prospect by having a conversation. What do they need from her coverage? What do they want from their coverage? Trust is an essential part of closing sales. It’s important to establish a relationship with prospects.
Pressure can be a hindrance to your sales efforts. Prospects don’t want to be pressured into making a purchase decision. Instead of pushing them to make a purchase decision, encourage them by repeating what your product can do for them, how committed you are to customer service, and how much you can save them.
It is important that you provide something for your customers to see. You should also have a brochure or folder with information about your products that will help them understand why they are the best choice for their needs.
Expert Tip Start the conversation by asking open-ended questions. This will get the prospect talking, regardless of whether you are talking to them on the phone or in person. Pay attention to what they are saying and tailor your services accordingly.
Taking Back Lost Sales
You lost your prospect to a competitor. It happens to the best agents. You’re not out, even if you feel down.
Many agents will let go of lost prospects and move on to the next one, but expert agents keep track, especially those that were not lost by a large margin. Do not throw away contact information. Instead, keep it and be in touch with them again within six months. They may be able to help you with your insurance needs again.
Expert Tip – Instead storing prospect information in a paper folder to forget about, you can enter it into an electronic file. You will receive an email alert to notify the prospect that the information has been entered. You’ll be able to access the prospect’s contact information as well as other useful details when it appears. Send an email to see if they are ready to shop.