Internet –Generated (All Web) Insurance Leads
As Americans turn increasingly to the Internet to fulfill their insurance leads, as a progressive and innovative insurance agent, you have no choice but to follow suit. But do you realize that selling on the Internet is a completely different ball game? You will have to abandon all your notions of traditional sales and marketing and completely rethink your sales strategy. If you are using a provider of online leads, you would have realized that they are unlike any other leads that you have dealt with from other sources. In the first place, the prospect who has initiated the lead is of high quality because of the proactive attitude in coming to the Internet. Instead of responding to an ad or direct mail, he has sought to find a direct solution to his problem. In other words, he is ready to take action. Here are a few tips on dealing with Internet sales.
Call every lead. Don’t attempt to pick and choose between the leads that you have received. In the first place, you have no basis on which to choose so you’ll have to assume that every lead represents a genuine buyer. In the second place, if you choose not to contact the lead, the only thing that you are guaranteeing is the possible loss of a sale.
Contact is critical. Once the lead has shown readiness in accepting contact from you, you have to be absolutely certain that you make contact. Attempt to make contact both at home and in the office to show your eagerness to do business. It is a good idea to send out a personal e-mail immediately explaining why you are the right person for the lead to do business with. If the lead cannot be contacted, try at different times of the day such as before office hours, during lunchtime and just after office hours. Don’t be embarrassed about being persistent because, as you should remind the lead, the request for contact originated with him or her.
Listen carefully. Don’t rely on the information that the lead has provided in the contact form but ask your own questions and established the basics for yourself. Try and identify the problem for which the lead is seeking a solution. Then seek to educate the lead on the best solution to the problem. This is a good way of demonstrating to the prospect that you have his or her best interests at heart.
Be persistent. Just because you have spoken to the lead is no assurance that the business is going to come to you. Never make the mistake of being complacent and be persistent without being offensive. Sell yourself at every possible opportunity to reassure the customer that you are the right agent.
Because we have collaborated successfully with so many insurance agents it in helping them get their Internet selling act together, we are confident that we can do the same for you. Contact us immediately to explore the benefits of partnering with us. Talk to one of one lead management specialists right away to set up a package tailored to your specific requirements. And feel free to use our online marketing resources for insurance agents like yourself.
