Internet Insurance Leads – How Do You Properly Work Them?

When it comes to selling insurance, there is quite a bit of competition. Most Internet insurance leads check with multiple agents in an attempt to find the best rate. I bet you are wondering how to get your prospects to go with you instead of your competitor? Below we will go over some helpful tips that will help you close more deals than your competition!

Make First Contact

Whoever first contacts a lead has a distinct advantage. To increase the chances you are first, you must get into the habit of contacting new leads ASAP. This means making the call as soon as you get the lead. No answer? Leave a message with your name and company name. Instead of leaving the prospect a quote in the message you send them, you are probably better off letting them know you have a quote prepared and for them to contact you. Additionally, send a follow up email that speaks highly of you and your company. You will not hear back from them? Don’t stop until you have exhausted your options. Just remember: don’t hound your potential client, but merely try to be helpful and professional.

Sell Your Service

Once you have contacted your lead, you need to sell yourself. This this your chance to separate yourself from your competitors. Following are six tips to transform your Internet Insurance Leads into a new clients.

Begin with conversation. Unforetunately a lot of insurance agents pressure their prospects into the sale. Instead, start with open ended questions. These feel less threatening, and help you adequately assess client needs. You want to always pay attention.

Know what each lead wants. Study the information that comes with each lead, and keep notes of each conversation you have. This allows you to better understand what each client desires. You will understand why they want coverage and what sort they might prefer. Additionally, reviewing your notes prior to appointments will help you keep the visit personal, and show them you pay attention. This is a key to building rapport.

Know your services. Make sure you know your own services and products like the back of your hand. You’ve got to know the highlights and drawbacks of each policy so you can answer questions at the drop of a hat.

Always be enthusiastic. The energy you bring to each meeting will color your clients experience. If you aren't happy about the services you sell, then your client won't be either. If you give the prospect the impression that you care and are very knowledgeble about your services you will have a much better chance of converting your prospect into a client.

Resist using high pressure sales techniques. You’re sure to encounter resistance when you try to close a sale. But instead of applying pressure to your potential client, focus on the benefits of your packages. Clients will come to appreciate your positive approach.

Deals and guarantees are always good. Everyone likes a good deal. Make sure you offer each client some sort of special incentive or bargain. This will help them feel more compelled to take advantage of your service instead of the competition’s.