Minggu, 21 Oktober 2012
Techniques for Finding the Best Insurance Sales Leads
When looking for cost-effective and superior insurance sales leads, consider the fact that:
1. Selling a product to someone who is neither interested nor ready to buy is a pretty tough prospect.
2. A great deal of time is spent looking through databases, hunting down lists, and trying to figure out which prospect service is worth the money.
3. It is quite a task to find people who are ready to buy now.
4. An awful lot of time is spent looking for good prospects instead of pitching them.
Many people have spent money on lead generation services where prospective customers provide their name and contact information in order to qualify for or receive a prize or giveaway. This kind of lead collection produces many cold prospects, because people are mainly interested in receiving a prize and not in the product.
The right insurance sales leads are the surest path to bigger and faster commissions. When trying to sell insurance without decent sales leads, an inordinate amount of time is spent for very little gain. To find the best prospects, one should consider the following valuable information designed to help develop a lead system where motivated, ready-to-act clients are calling in, which will substantially reduce the need for making cold calls.
FAMILY AND FRIENDS
Start with family and friends. They may know someone needing this type of service, or can maybe suggest potential clients that would be open to listening to the information being provided.
Current clients may be the best source of leads. If selling multiple lines of insurance, talk with them about other policies that are available that they may be interested in.
At the end of scheduled appointments, ask if they have any referrals that might be able to use these services.
Doing a good job of networking when out of the office can be tremendous. Never launch into a sales presentation in a social situation unless the other person has taken the lead, which will rarely happen. Contact them at a later time to keep business and social conversations separate.
Joining community organizations will likely increase networking opportunities. If an abundance of insurance agents are already members, search for groups that have yet to be heavily infiltrated to avoid wasting time and money.
PAY FOR LEADS
It may be appropriate to pay for insurance leads, but ask other agents what lead companies they may have had luck with. It's always a good idea to ask an established agent who is not in direct competition, otherwise he or she may not be as willing to help out with information.
If there are assistants who work, taking calls and greeting clients, train them on how to cross-sell and ask for referrals. They can become a valuable resource as well.