Converting qualified auto insurance leads is one of the most challenging tasks you will face as an agent. But with the right approach, your prospects may fall in love with you.
Contrary to popular belief, cold calling is still a cost-effective strategy for boosting leads, conversions, and sales. However, the art of engaging with auto insurance leads has evolved.
One of the biggest mistakes you can make in cold calling is to go in blind. But, with research, empathy, and a lot of patience, you can turn any situation to your advantage.
Discover how to transform your business by impressing your auto insurance leads — one interaction at a time.
1. Define your objectives.
Before making a phone call to a potential client, sit down and think about why you’re calling. Here are some objectives to consider:
- Do you want to invite your prospect to a webinar?
- Do you want to schedule a physical meeting?
- Do you want to promote an event?
Once you define your goals, you can structure your conversations toward achieving them. For example, you may have different call-to-action (CTA) for various clients, that’s okay. After all, cold calling is one phase of a multi-step process.
You don’t have to close sales right away. When you get a feel for which objectives clients respond to, adjust your strategies accordingly.
Focusing on your goal is half the battle. Try not to deviate too far from it.
2. Know your audience.
The top of any successful salespeople habits list should be passion. It impacts how you interact with your clients. Part of being passionate is always prepping for a potential customer.
A little research on your part will go a long way. In this day and age, you have access to valuable information right at your fingertips.
Before making a call, check out LinkedIn pages and websites to learn more about your customer. There’s no reason to call someone without doing some research first.
3. Prepare a script.
The third step to making your auto insurance leads love you still has to do with being prepared. It’s best to write a script to avoid wasting your customers’ time and make the most out of your interactions.
No matter how conversations go, stick to your objective as much as possible.
Here are some pointers to remember:
- Introduce yourself and your company.
- Go straight to your unique selling proposition (USP). Discussing the core benefit you offer will give the buyer a reason to stay on the line.
- Gain credibility by referencing someone they know.
Once in a while, your conversations might go off-topic or out of sequence. When this happens, try to veer the customer back into your prepared script.
4. Ask open-ended questions.
Do you ever wonder about the benefits of asking open-ended questions? Here are some examples:
- What is a typical day like for you?
- What do you like most about your car?
- What does your current insurance cover?
- If you could change components about your current insurance, what would they be?
- How do you think this policy can benefit you?
When you ask too many yes or no questions, you set yourself up to fail. In addition, these types of questions make clients feel uneasy, as if you’re prying into personal information.
By asking the right questions, you pave the way toward achieving your goal. Additionally, you establish rapport with your clients, obtain information about them, and keep them interested in what you have to say.
5. Listen to your customer.
One of the most common cold-calling mistakes even seasoned agents make is failing to truly listen to your customer. Once you capture your clients’ attention, it’s easy to feel like we need to get our entire sales pitch out. However, it’s better to let them discuss their needs first.
It takes time to build this skill, but it comes with countless benefits. It’s one of the easiest ways to build trust, show empathy, and gather information.
When you actively listen to your potential customer, you learn to hear and understand what they want to say. Listening intently helps you pick up cues that indicate when a client starts considering your offer or is ready to make a purchase.
Convert quality leads now
Recent auto insurance leads statistics reveal that a whopping 78% of clients buy from the first person they talk to. If you’re not the first agent a client speaks to, your chance to close a sale drops dramatically.
However, with HBW Leads on your side, you get double-verified leads exclusive to you. This process enables us to boost our clients’ conversion rates and sales. Finally, you can say goodbye to shared contacts, bogus leads, and wrong phone numbers.
Additionally, if you choose, you can use our best practices and training services. Get in touch with us now to start generating and converting quality leads.