| You've done some research, chosen a leads provider | | | | conversation, you can learn about your prospect--what |
| that delivers fresh, real-time leads and have set filters | | | | does she need out of her coverage? What does he |
| to receive only the leads you can write--and now | | | | want from his coverage? Establishing a rapport with |
| they're popping into your inbox. Now what? | | | | the prospect will build trust--an essential component to |
| Learning some best practices from expert agents is a | | | | closing sales. |
| great way to get off on the right foot. With a few tips, | | | | You can also move the sales process along by |
| you'll be able to sell leads like the experts--and surpass | | | | eliminating pressure. You don't like to feel pressured to |
| the competition. | | | | make a purchasing decision and neither do your |
| Contacting the Lead | | | | prospects. Instead of forcing them into a decision, you |
| When it comes to capitalizing on your insurance leads, | | | | can encourage the prospect by reiterating what your |
| contacting your leads in a timely manner is essential. | | | | product will do for them, your commitment to customer |
| This is especially true if you're buying real-time | | | | service and how much money you can save them. |
| leads--by making immediate contact, you can quote a | | | | You should also have something for the consumer to |
| consumer while they're in the shopping mood and | | | | look at. A brochure or folder of materials outlining your |
| interested in what you can do for them. | | | | products and information will further illustrate why and |
| So after you receive the lead, should you call or email | | | | how your services will meet their needs, as well as |
| the prospect? The answer to that question is really a | | | | give them something to refer to when they decide to |
| matter of personal preference. Many agents feel that | | | | buy. |
| it's less intrusive to email a lead rather than phone | | | | Expert Tip: Whether you're talking to the lead on the |
| them; other agents feel that immediate contact can | | | | phone or they're seated in front of you, start the |
| best be made by phone. You'll probably have the best | | | | conversation with some open-ended questions to get |
| luck using a combination of both phone and email to | | | | the prospect talking. Listen intently--and tailor the |
| reach your lead. | | | | advantages of your services accordingly! |
| If you can't get a hold of a lead by phone, make sure | | | | Taking Back Lost Sales |
| to send them an email detailing who you are, your | | | | So you lost the prospect to a competitor. Don't beat |
| company and what you have to offer. Email is also a | | | | yourself up; it happens to the best agents. And, even |
| great follow-up tool to use after you've spoken to a | | | | though you're down, you're not out! |
| lead--thanking them for your time and stating your | | | | While many agents let lost prospects go and move on |
| eagerness to form a business relationship. | | | | to the next lead, expert agents keep track of |
| If you can't get a hold of the prospect on the first or | | | | prospects, namely those that were lost by a narrow |
| second try, don't give up. Vary your call times and | | | | margin. Instead of shredding the contact information, file |
| send an additional email to remind the consumer of | | | | it away to be contacted again in six months. You |
| what you can do for them. Just remember to pursue | | | | never know, they may be ready to shop for insurance |
| your leads tactfully--no one likes to feel chased. | | | | again and give you a second chance! |
| Expert Tip: To speed the contact process, you might | | | | Expert Tip: Instead of filing prospect information in a |
| want to create a template to insert as the footer of | | | | paper file to be forgotten about, enter the information |
| your emails. You should include your name, a short | | | | into an electronic file and have an alert sent to your |
| professional profile and how you can best be reached. | | | | email to contact the prospect in six months. When it |
| Selling the Lead | | | | pops up, you'll have the prospect's contact information |
| Now that you've established contact with the lead and | | | | and other helpful details right at your fingertips. Send |
| they're interested in what you have to offer, it's time to | | | | them an email and see if they're ready to shop! |
| make that lead a new client. How can you secure the | | | | Sell Your Leads like the Pros |
| sale? | | | | You've talked the talk, now it's time to walk the walk! |
| As you've probably learned, it's important to put less | | | | Implement these best practices into your sales |
| emphasis on the sales pitch and more emphasis on | | | | strategy and sell more auto, home, life and health |
| engaging the prospect in conversation. By starting a | | | | insurance leads today! |