5 Insurance Lead Conversion Techniques That Work
Insurance leads are the backbone of any agent’s business. Here at Hometown Quotes, we specialize in finding you only the best insurance leads that have been vetted and are ready to buy. With the lowest return rate in the business, we’re not content in simply furnishing the leads, but also in providing assistance with how to pursue them once they’re in your hands. In our experience, there are five tips that can greatly improve the chances of conversion. Without further ado, let’s look at each one.
Put yourself in the insurance lead’s shoes.
It’s easy to get bogged down in your experience when pursuing an insurance lead, but have you ever slowed down long enough to think about it from the client perspective? By doing a little role-playing and stepping into their shoes, you can figure out the best way to approach them. The easiest way to do this is to look at your own life outside of your career. What do you do in your free time? What are your routines, interests, hobbies, and obligations? They are not all that different in this regard, so when you make your approach keep this in mind. How would you prefer to be contacted? With what frequency would you prefer an agent to follow up to your inquiry?
Even with qualified and vetted leads like the kind Hometown Quotes offers, you can’t afford to be lackadaisical in approach. Customers generally have a sense of urgency when it comes to purchasing an insurance product, so you have to act fast because you can’t always know the outside forces that could be influencing their decision-making.
This is where it can kind of get tricky because you don’t want to be overbearing in your approach. Contacting an insurance lead once and then waiting for them to call you back doesn’t normally work out. You have to stay after them, but you have to do it in a way that you’re not intruding too much into their lives. Studies have shown that the average number of contacts that an insurance agent makes before converting a prospect is around six. So make sure that your first attempt isn’t your last attempt, and if you can connect with the prospect, make sure that you talk to them about their preferred method of contact should you not be able to close the lead during first contact. Also, in such instances, try to lock down a preferred time for following up.
Get a process in place.
Having a streamlined process for approaching a lead and keeping up with your efforts is essential. If you prefer to start with an email or phone call, do so. But try to experiment with different methods of contact if you’re not having any luck reaching an insurance lead through first efforts. You might also want to keep a spreadsheet or use an organizational app on your phone to note each attempt.
Finally, be open to all opportunities.
Insurance leads can build an entire business, but do try to keep your possibilities open. For instance, once you close a lead, this can be a great opportunity to get referrals from your new clients.
Qualified and vetted insurance leads can spark a career and provide a much-needed boost to agents looking to grow their business. But simply having the lead isn’t enough. You also have to prepare for how to use it. And that means having a process, refining it, placing yourself in the lead’s shoes, and being persistent. What are some techniques that you have used to convert an insurance lead successfully?