How To Make Your Insurance Leads Pay Off - A Manual Of Benefiting From Lead Generation Companies
Most agents working in the insurance industry are now forging partnerships with lead
generation companies o assist them in re-building their businesses. Since the insurance industry is a highly competitive market, one must do what he can to gain even the slightest advantage from his rivals.When it comes to insurance leads, take to heart that depending on what type of leads you purchase, you may not be the only agent being informed of the leads coming in. This entails your quick response and action if you want to make the sale.
Generally, there are two types of insurance leads that you can expect to gain from lead generation companies - The first are Real Time Leads, and the Second, Live Transfer Leads. It is vital that you understand each lead type, and also what you should do to manage them properly.
Real time leads come in as soon as a person fills out a form online stating his needs. In the case of an insurance lead, the person is on a website getting insurance quotes. In most of these cases, they are getting quotes for different companies, one of which is yours. The real time lead category also offers subcategories you can purchase, real time exclusive leads, real time shared leads, and real time batch leads.
Real time exclusive leads are the most expensive type, but they are leads that are only being sent to you. Real time shared leads are being sent to you and other agents. Real time batch leads are leads that are actually older, and are therefore the least expensive type of lead.
Live transfer leads work a little differently in that you do not call the lead. Rather, the lead is literally transferred to you via phone and upon answering, you must be ready to present your pitch to close the deal. In almost all cases, this is considered to be the best type of lead for it already offers you a potential customer who is very close to a buying decision, and he's on the other end of the phone line - otherwise, they wouldn't be on the telephone.
Whether the lead is a real time lead or a live transfer lead, you absolutely must know what to do with it. There is little time for second guessing. You must follow up immediately - waiting until the next day, or often, even later the same day, makes the lead nothing more than a cold lead when it comes to insurance. It's best to strike while the iron is hot - when the customer has insurance on their mind.
First, let's look at the time-frame and schedule you follow to work your leads. Obviously, any type of real time or live lead must be worked immediately, and therefore, you want to be available during peak times when more leads come in.
Typically, this means that you must really consider the time of the day or evening when your potential customers will be getting insurance quotes, which is what generates the leads to begin with. Because people work, you might want to make yourself most available during the early morning hours, the lunch hour, and of course the early evening hours. You can be available at different times, but for insurance sales, these are the most lucrative hours. Weekends are also good for leads.
Start by having a planned dialogue. The chances are very good that based on the customers responses, you won't be able to stick precisely to your planned dialogue, but it makes it much easier to get started with your prospect, and based on their questions and answers, you will quickly be able to adjust the dialogue to suit the call.
It will not do you good to make a sales pitch in the beginning of the conversation. Instead, start friendly conversation, introduce yourself, and get as much information about you can about the lead - without being intrusive or making a pitch - in the first few minutes of the call. Try to connect with the customer on a personal level.
When you do move into your pitch, it cannot sound like a pitch. These days, informed consumers are immune to the average sales pitch. One successful method for closing a deal is to allow the customer to tell you what they want, need, or expect - and why - rather than implicating what they should buy. By doing this, you can present the best products to suit their needs and expectations. It is vital that you understand that it's not about you and what you can offer - it's about the customer and what they want.
It is vital that you know your business. You don't want to be floundering for answers when questions are asked. Master the ins and outs of the available products for you to quickly assess the potential customer's needs and offer the most suitable insurance product or service. Never allow yourself to be placed in a position where your potential client is more knowledgeable regarding your own products and services, or where you don't know the answer to a question.
Be confident about your services and products. You don't have to make a hard sales pitch, just retain your confidence in the products that you are offering. This leaves the potential customer with the same confidence in the products, which in turn makes the potential to close the deal more possible.
Make certain, in the event that the deal isn't immediately closed, that you leave your prospect with all of your contact information, and then be prepared to follow up. Start by sending a follow up email right away. Make sure that the email goes over the main points of your recent telephone call together, and that it contains all of your contact information. Follow up with an additional phone call to the lead within three or four days.
Following up on insurance leads from online lead generation services isn't as difficult as cold calling, obviously. The customer already wants and needs your product, or you wouldn't have the lead. It's just a question of letting the customer know that your insurance products and services are better than the competitors, and that what you are offering is what they are looking for. Making the sale requires knowledge on your part, always be available at the right times, and connect with your prospects on a personal level when possible.
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