Closing Online Auto Insurance Leads
Auto insurance leads aren't hard to find if you use the right resources. After all, two out of three consumers now use the Internet to shop for insurance. But if you aren't using proven techniques to close auto insurance leads, how can you be successful?
Auto insurance leads are only valuable if you can complete the sale. Here are a few best practices to help you close auto insurance leads with AgentInsider®.
Respond to Auto Insurance Leads Quickly
Response time is one of the most important factors in closing auto insurance leads-perhaps even more than price. An auto insurance lead response time greater than 90 minutes is generally below the expectation of most Internet consumers. The consumer's need for instant gratification is what separates online auto insurance leads from those generated by a directory listing, newspaper advertisement, direct mail piece, or referral.
Accordingly, if an agent fails to follow-up on an auto insurance lead in a timely manner, the consumer will most likely move on.
Auto Insurance Leads - Introduce Yourself and Start the Quote
When receiving your auto insurance lead from AgentInsider®, there's an important factor to note: calls to these auto insurance leads are not cold calls. Auto insurance leads are generated by InsWeb.com consumers who have provided their information and expect to receive auto insurance quotes.
Upon receiving an auto insurance lead, call the customer to introduce yourself, gather any additional information you need, and inform them that they will soon receive a quote. If you can't reach them by phone, send an email with similar information.
Sell Yourself and Your Services
When an auto insurance lead is delivered to you by AgentInsider®, it is important to remember that this consumer has been comparison shopping. Not every auto insurance lead is concerned with price alone. In fact, many consumers consider factors like the company's reputation, customer service, timeliness of response, location, and more while shopping around. When trying to close an auto insurance lead, be sure to point out what makes your policy and your company the best choice for their particular situation.
Didn't Close the Auto Insurance Lead? Try Again Later
Never give up on an auto insurance lead. If the consumer tells you they aren't ready to purchase a policy, contact them again in a couple of months to see if their insurance needs have changed*. Keeping in contact with car insurance leads after initial contact can lead to sales down the road.
Cross-Sell, Cross-Sell, Cross-Sell
Cross-selling further extends the value of each auto insurance lead. By offering other insurance products to consumers, such as home or term life, agents can make auto insurance leads even more valuable. Same is true if you get life insurance sales leads or home insurance leads, try selling them auto insurance.
Practice Makes Perfect
If you didn't close the lead the first time, try refining your process. Don't give up too soon. Practice closing online leads to find the sales method that works best for you.
If you have any questions about how to manage your AgentInsider® account or would like to sign up for the Lead Program, please contact our Client Services Team at clientservices@agentinsider.com or call us at 866-892-4080.
* Always remember to comply with the FTC's "Do Not Call" regulation if you want to contact a consumer again by telephone.