Technology eases prospecting for insurance agents

There’s been a running theme in much of the information I’ve been reading lately. It doesn’t take a genius to point out that we’re in the midst of a complete media revolution at a time where information travels faster than ever. And though information is traveling faster, that doesn’t mean all consumers are receiving it (or acting on it).

TV commercials, print ads, fliers, radio…these methods have proven audiences and track records. As fast as technology moves, however, more “new and improved” methods are quickly taking over the marketplace – all of which are on the side of the consumer. Think about it. Today’s consumer has an arsenal of noise canceling products to reduce exposure to advertising and marketing messages…

Satellite radio. DVRs. Caller ID. Etc.

We live in a world where everything is a choice and where constant marketing messages are being blocked.

So you may be thinking, “Alright I need to focus more on Internet ads. Besides, everybody is on the Internet.”

Exactly. EVERYBODY is on the Internet – people who couldn’t care less about what you could offer them as well as people who are in desperate need of what you have to offer.

So how do you clear the clutter and connect with more customers? For insurance agents, Internet ads are a great starting point, but you’ll need to think a bit more strategic than that.

Where are your customers online? What is their preferred method of contact? What are the demographics? To connect with more prospects, you’ll need to think about all of these things, but most importantly you’ll need to “put yourself in the path of people who are learning about, asking about and shopping about your industry.” (Insurance, in this case.)

Here’s how to do that:

1. Don’t have a Web site? Get one ASAP. A Web site gives prospects 24/7/365 access to all the information they need to learn about you and what you offer as an insurance agent. Don’t know how to create a Web site? No worries. Find a professional web designer who can work within your budget. It’s possible to create a nice, one-page site for ~ $1000.

2. Share your wealth of insurance knowledge and expertise. Build relationships with your local media and with reporters who cover insurance, personal finance, business, etc. Reporters always need sources. You should be one!

3. BLOG. Are you strong writer? Add a blog to your web site. Not only is it one more way to help you you accomplish #2 above, a blog will also help you build better search engine relevance (which is SUPER important for Internet marketing). Not sure what a blog is? Click here.

4. Are you on Twitter? Many businesses are connecting with prospects through social media like Twitter.
(We’re on Twitter! Check out our page here!) Be careful how you approach social media. You don’t want to be viewed as a spammer. Not only will people ignore you, they will report you and your profile could be deleted. Check out Chris Brogan’s “50 Ideas on Using Twitter for Business.” VERY valuable info.

5. Buy Internet leads. The great thing about leads is that, unlike other marketing methods, you can easily measure your return-on-investment. Be aware of the types of leads you’re purchasing. HometownQuotes leads are unincentivized, distributed in real-time and filtered to your specifications. We do not offer free music players, toaster ovens or trips to Maui to consumers who complete our forms. Our leads are from real people who are looking for real coverage. Some lead companies do not work like this…so be wary!

This list is virtually endless. Just remember that the Internet (and technology, in general) is here to stay. The sooner you leverage technology to point prospects in your direction, the faster you will grow your book of business and, ultimately, edge above the competition.

Similar reading:

Duct Tape Marketing Blog – Lead Generation Is About Being Found

Confused of Calcutta – When Virtual and Physical Worlds Meet

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