Discover how to handle exclusive insurance leads correctly to convert them into clients.
Contrary to popular belief, having exclusive insurance leads on your hands does not mean guaranteed sales. Sure, they have distinct advantages over shared prospects. For example, they’re often top-quality potential clients with high purchase intent.
However, you also have to do your part to ensure that their customer journey runs smoothly. After all, selling right away is one of the biggest mistakes sales agents often make.
Find out what it takes to boost your conversion rates with your exclusive insurance leads
1. Get to know your prospects.
Even if you buy exclusive leads, you should still personalize your selling techniques because no two clients are the same. For this reason, you should research every client before initiating the first call.
A few minutes of LinkedIn research should do the trick. Discover every potential client’s distinct insurance needs and offer solutions through your products and services.
However, you don’t want to waste too much time on this activity. You can learn more about clients during your conversations.
2. Ask open-ended questions.
During discussions with potential clients — especially initial ones — ask open-ended questions.
Here are some examples:
- What do you like least about your current policy?
- Why are you open to switching insurance providers?
These questions allow prospects to open up to you, helping you delve deeper into their decision-making process. Also, apart from enhancing your research efforts, they can open up several opportunities to educate customers about your products and services.
3. Create custom marketing content.
Personalization is essential. Since it takes an average of seven interactions for prospects to decide on a purchase, it’s critical to create custom content for clients in different buyer journey stages. The secret to success is adding value during every exchange.
You can send emails and SMS messages and update your social media pages and website with valuable materials for potential clients. One of the best components to include is a FAQ section for prospects.
4. Follow up.
Next, elevate your follow-up strategy. Following up with future customers lets you communicate with them and show them that you’re interested in addressing all their concerns. Also, it strengthens professional relationships and encourages loyalty.
Loyal clients are a rare breed. They spend more on your policies, leave positive online reviews, and refer their family and friends to you.
As with any meeting, prepare yourself and take notes. Plus, don’t forget to schedule your subsequent follow-up if necessary.
5. Offer an incentive.
No one can pass up great deals on things they need — especially exclusive insurance leads. But, remember, you don’t have to develop outrageous programs. Instead, you can offer limited-time discounts or insurance bundles. Ask your insurance providers about their discounts for bundled products.
These incentives will encourage leads to convert. In addition, the sense of urgency from the rewards can help boost your sales and conversion rates.
6. Ask for the sale.
There’s a saying that goes, “Ask, and you shall receive.” The concept also applies to insurance sales. If you don’t ask for the sale, other agents might beat you to it.
When the time is right, just go for it. Ask away! After all, it should be the natural culmination of your research, hard work, and strategizing.
Once you’ve presented your products and services, established a connection with the lead, and sent all relevant materials, it’s time to ask for the sale.
7. Know when to walk away.
As a salesperson, you naturally want to protect as many people as possible with your policies. It would be great to hit your targets along the way, right?
However, relationships are two-way streets. You should focus most of your energy on converting potential prospects. If you have to compete with five other vendors or deal with representatives who have no use for your policies, you can walk away from the sale.
Later on, you can direct remarketing efforts toward these individuals.
Purchase exclusive insurance leads now
Here’s a pro tip: Not all exclusive insurance leads are the same. If you find a reliable insurance lead provider like HBW Leads, you won’t have to spend time qualifying leads to ensure they’re interested in your products and services.
Get exclusive, double-verified, and geo-targeted leads just waiting for your call. Are you ready to spend less time prospecting and more time closing deals? Request a personalized package now to boost your sales!