If you want to get results for your hard work, avoid these common insurance lead generation mistakes
It’s no secret that insurance lead generation is essential for any agent. Without leads, you don’t have customers. And without customers, you don’t have a career. However, there are some common mistakes that can tank any lead-generation efforts.
Fortunately, these errors are easy to avoid once you’re aware of them. Here are five that every insurance agent should know about.
The 5 insurance lead generation mistakes to stop making right away
1. The Missing Business Card
If you want to be successful in business, you must always carry business cards. We’ve heard too many stories of an insurance salesperson who serendipitously meets the perfect prospect. Just as they’re wrapping up the conversation, the new potential lead asks for a business card, only for the salesperson to reach into their pocket and come up empty-handed. This isn’t a deal breaker, but it does come across as unprofessional. Always have business cards with you and be the insurance professional you are!
2. The Broken Sales Funnel
Your sales funnel is one of the most critical places to avoid insurance lead generation mistakes. You need to examine every aspect of your sales funnel. That’s right, even if you’re a new insurance salesperson. It will help you be a better salesperson.
Top of Funnel
For example, at the top of your funnel, check to see if you have any broken web pages or lead generation forms. You should also check to see if your company telephone numbers are working. This may seem silly, but if potential customers need help filling out your form, loading your web pages, or getting you on the phone, they will go elsewhere! Finally, ensure your website is functioning correctly, and always test your lead generation forms before launching them to the public.
You should inspect your email systems in the middle section of your funnel. This could be the email system that is tied to your marketing efforts, as well as the email system that is used for your business email address. Email systems are critical to a functional sales pipeline.
Additionally, ensure all forms are optimized for mobile devices so customers can easily access them. These may seem like issues for your IT team, but you and your team are using these systems daily, so if you see something broken, let the right people know immediately.
3. Right Message, Wrong Audience
Another mistake to look out for is not targeting the right audience. Insurance agents should clearly understand whom they want to target and how to best attract them. It’s essential to research what your potential customers are looking for and tailor your lead generation strategies to those needs. It’s good practice to regularly meet with your sales manager to chat about your target market.
4. Outdated Social Media
In today’s day and age, you must have your social media profiles in order. Many leads will search for your profile on various social networks. They want to know whom they will do business with, so put your best face forward. Make sure your profiles are professional and updated.
5. Focused on the Wrong Metrics
We often see new salespeople focus on the wrong sales metrics. For example, it might be significant that you made 100 phone calls yesterday but did you close any sales? So instead, focus on the metrics that matter, like closing sales. Knowing how many sales activities you are performing is suitable, but it may hinder your overall sales progress.
Stop relying on a single form of lead generation
Finally, agents should rely on more than just online lead-generation forms or campaigns. It is essential to have a balanced lead generation plan that includes both digital and traditional methods. For example, insurance agents should network with potential customers at local events, use direct mail campaigns, and take advantage of word-of-mouth advertising to reach more people.
We preach the importance of creating referral engines and building strategic partnerships with like-minded business people. But there is another way to diversify your lead generation.
One way to increase the number of leads in your funnel is to let HBW do the lead generation for you. Having exclusive and qualified insurance leads only available to your agency keeps your business running smoothly and profitably.
With our leads, you’ll be able to spend less time prospecting and more time doing what matters – like selling policies. Sign up for HBW Leads today!