To get guaranteed results for insurance leads, companies have the option buy lists off of marketing firms that offer lead generation services. However, this could cost insurance companies anywhere from $4 to $40 per lead, which is still a loss, in its technical sense. Although cheaper than having to pursue possible clients through in-house telemarketing and email marketing efforts, it would serve the company better if they spend less for more lead results. But of course, this type of expectation is something that can only be achieved with thorough training. If you want your agents to secure free insurance leads and maximize them for health or child life insurance sales purposes, here are some suggestions you should consider when preparing them.
1. Teach agents that punctuality is everything. As the saying goes, "the early bird catches the early worm." It's not enough that they talk to current clients and have them suggest leads; they have to confirm it immediately through home visits or phone calls. It would be more profitable on the agent's part if he or she can address people's needs right after they express it. That way, they can hold the window of opportunity open long enough to get the lead to buy or agree to a second meeting on child life insurance. Failing to follow up on a lead or doing so after an hour of introduction can cost sales. Timeliness will enable agents to secure more revenue and get leads to take things to the next level.
2. Equip them with evaluative questions and trigger phrases. Getting someone to sign on an insurance deal is akin to courtship - the agent has to ask the right questions and say the right things at the right time in order to get the right results. Usually, three open-ended questions regarding a person's lifestyle, occupation and spending habits is enough to give agents an idea of whether a lead is willing and has the capacity to buy a specific insurance plan. Trigger phrases, like "low monthly premiums" and "million dollar coverage" would help them get the lead interested and even committed to the prospect.
3. Encourage them to use technology. There are a lot of great ways agents can gather free insurance leads through the web, and they don't even have to spend or use the company's name. Educate them on how to create social profiles that would help them reach out to the kind of demographic they want to target and observe their network's reaction. Every day, this profile will generate results and the agents can qualify them according to their personal standards. If they notice someone who seems to be attracted to the notion of starting an insurance plan, they could just click on his or her profile page, get contact details such as phone numbers, email addresses and chat IDs, and contact him or her a minute after.
4. Educate them on how to empathize with consumer needs. Free insurance leads are often just strangers agents will meet through a mutual acquaintance. It will be difficult to convince them to instantly patronize a product or service without so much as establishing a personal connection. If agents know how to build rapport and exercise the proper sales etiquette, they are likely to walk away with a closed deal than if they approached the person in an objective manner.
0 comments:
Post a Comment