Although you’re getting leads, your conversion rate is low and prospects don’t seem to be interested in your products. The sales leads that you bought must be to blame.
But, wait!
Yes, lead quality can be low. You may also have a problem with your lead quality and low sales volume.
This 4-step checklist will help you determine if you can convert more insurance leads into clients.
Step 1 – Handling the first call
Are you going to ask new prospects a series of questions? Do you simply read the terms and rates of the plan that you feel best suits them?
Both of these are good options for your first call with a prospect. The best way to approach a prospect is to be their shopping guide and not a salesperson trying to sell them something.
This can be done by walking them through a proposal to show how rates and plans compare.
How is that possible? Email them a detailed proposal that includes multiple plans before you call.
This email gives them real facts to look at. This email makes them feel more open to your call.
You can compare their plans online if they are near a computer. Are you not able to access a multi-carrier quotation engine? It’s time for you to go through the calendar and see that 2009 is here. Quote engines are used by top insurance producers to reduce their time to quote. They can do in seconds what used take them up to an hour.
If you have an autoresponder for email, your lead management software can send that email right away to the lead.
To get the best sales calls, it is important to get as much information from your prospect as possible and to give them all the information that they require.
It is important to have all information available to allow prospects to reach their goals on the first call. Prospects will be confused if they are given too many details about rates and plans over the phone.
You should have your proposal ready so that you can make your presentation as compelling as possible.
Step 2 – Make it simple for prospects to move on to the next step
Are you asking prospects to call you or if you can send them information about their plans?
These are acceptable and popular approaches. You can do better.
Make sure that your prospects are aware of the next steps and how to get there.
Your sales pitch can be elevated by telling insurance prospects they can complete the application that you have just sent. You can also direct them to your website if they have any questions.
You’ll find a prospect interested in your work if you do your job well. You must point them in the right direction to move on.
Your prospect should be able to tell you what to do when they hang up.
Step 3 – What are your next steps after you have made a first call to a long-term prospect?
While you should approach all sales leads with the goal of closing them immediately, it is a fact that not all insurance leads are ready.
What do you do when you get a call like that?
Agents will often send additional information about the carrier and plan to prospects, and then they’ll call them a few days later if they have the time.
This is a good place for a start. This approach fails the practicality test.
You’ll be able to spend less time on long-term prospect follow up if you have a steady stream of insurance leads. This is why so many agents let otherwise qualified leads slip by the wayside.
However, top producers avoid this issue by automating their lead nurturing processes. An email autoresponder can be used to create drip marketing campaigns that send out marketing messages to prospects.
It serves two purposes.
- Your leads will be more likely to make a purchase decision sooner if you have them in your network.
- Your contact information will be available to you as soon as they make a decision.
Your automated lead nurturing system will keep you in constant contact with your unclosed leads, no matter how busy you may be. You can also keep your attention on the leads that require the most attention.
Automated systems also reduce the chance of your lead calling too quickly and appearing desperate.
Step 4 – What’s your leadership attitude?
This does not refer to your attitude towards your prospects. I am referring to your attitude towards leads in general.
Are you adamant that the more information your leads for insurance are able to provide, the higher their quality? Are you sure that only a certain amount of leads will convert into submitted applications automatically?
It is simple: a quality lead in insurance is a person who expressed an interest in purchasing insurance. That’s it.
No matter who your lead provider is, you should expect nothing more than a conversation with the person most interested in insurance.
This is not to denigrate or undercut some insurance lead providers who are very good.
This is how online shoppers today see the world. You’ll see better results if you view each lead as an opportunity for education, not as a sales opportunity.
They should be able to trust you and not feel like you are trying to sell them something.
Bottom line: Having the right attitude toward purchased leads will save you frustration and help you direct your sales pitch in a positive direction.
