Warm insurance leads can transform your agency — if you use the ideal closing strategies.
If you have a list of warm insurance leads, the hard part’s over. All you have to do is put your best closing strategies out there. How do you do that? What does it look like?
We don’t have any grudge against emails, but there’s something about picking up a phone and calling that makes it easier to personalize an interaction and certainly to respond to nuances in a conversation. You’re in the moment, ready to answer questions and address concerns. And with a little planning and strategizing, you’ll be in much better shape to close that deal.
Discover five ways to boost your closing rates with warm insurance leads
1. Prepare talking points.
The worst thing you can do as a salesperson is to become complacent toward warm insurance leads. While these individuals have already shown interest in your offer, it’s still your responsibility to ensure them that your product or service is the right one.
Before you call a warm lead, include talking points in your script. If you find enough information on a client, feel free to create a hyper-tailored opening. For example, if you find out where prospects work, you can name-drop a common friend or mention recent blogs their company published. Your effort and enthusiasm will likely flatter them and establish an instant connection between you and your potential client.
Once you capture their attention, you can lead the rest of the conversation toward closing a deal.
2. Mind your tone.
As simplistic as it might sound, using the right tone can impact your success. It affects how clients perceive you and their desire to listen to you.
If you sound annoyed, disinterested, or bored, it influences your potential clients’ mood. Therefore, it’s best to use a welcoming tone that prospects can easily understand. Here are some tips to improve your speaking tone:
- Record yourself. Have you ever recorded yourself while speaking to a potential client? If you haven’t yet, it’s time to do so. Record yourself using different tones, and choose the best one with an unbiased spectator.
- Practice potential conversations. Once you identify your preferred tone, keep using it. Run your scripts using your improved voice.
- Mirror your prospect’s tone. Another tried-and-true method is to match your customer’s voice and energy level. Doing so helps them feel more comfortable while speaking with you.
3. Ask open-ended questions.
Open-ended questions are queries designed to encourage more extended responses than yes or no. The idea behind asking open-ended questions is to prevent prospects from saying no.
For example, it’s best not to ask customers, “Do you like this policy?” Instead, you can ask, “Which policy do you prefer?”
If you allow clients to say no, they can clam up and think of reasons not to purchase a product from you. However, if you keep conversations flowing with open-ended questions, you buy yourself enough time to gain their trust, gather valuable data, and address objections.
4. Keep conversations under ten minutes.
Yes, your sales call length matters. Even though you’re calling someone likely to take your offer, a warm call is still a disruption. Use your best judgment when conversations run smoothly. Even if things go well, it’s still essential to respect potential clients’ time. After five minutes, you can stop and ask if they have more time to spare.
Here are some tips to keep sales calls short and sweet:
- Keep track of the time throughout the conversation.
- After establishing rapport, get to the point immediately.
- Highlight product benefits.
- Whether you close a sale on the day or not, offer to email contracts or additional information.
5. Follow up.
It takes businesses of all sizes and industries an average of eight touches to land an initial meeting — and even more to close a sale. So when you feel your prospect is about to buy a policy from you, don’t hesitate to follow up.
You can use these two touchpoints to build your credibility:
- Voice mail: This platform can prove valuable even if you don’t receive a call back immediately. When you leave a voicemail, you pique prospects’ interest. Whether they’re in the buying or searching phase, a short message will increase your chances of closing a sale.
- Email: Following up through digital means increases your visibility. After speaking to warm leads, they are more likely to open your message. Thank them for their time and provide more information about their pain points and objections.
If all goes well, you could close a deal on your next phone call.
Need warm insurance leads?
It’s time to get your hands on an exclusive list from HBW Leads. We provide agencies with access to hot, new, exclusive leads from a double-verified source. With our help, you can spend less time prospecting and more time selling policies. Request a quote now to start hitting your targets.