I was reading an article the other day on the best ways to generate prospects.  Not all of them were relevant for an insurance agency, but there were some great ideas to find and convert insurance leads.  Perhaps a few of these useful tips will be helpful for you, too.
 
Ask for Referrals (Of Course!)
Referrals are the most common – and most effective – way to generate a lead.  Your current clients are your best source of new business.  But don’t just ask for referrals – ask them to introduce you to one or two people who fit your profile of your ideal client.  Because a referral already has trust and confidence in you, your sales process and cost are reduced and you can gain a new client more than 50% of the time. What other marketing strategy will give you those kinds of results?

Maintain an Online Presence
Make sure that potential clients can find you online.  Online insurance directories (like AgentInsider’s Agent Directory – yes, I had to throw that in) are a good start.  Also get familiar with social media outlets like Facebook, Twitter, LinkedIn, etc.  If you learn how they work, they will work for you. 

Sell Solutions, Not Policies
Remind potential clients that are you an insurance educator and an industry expert. Don’t sell insurance policies – sell solutions.  But don’t just talk the talk.  Back it up by finding the best policy option to meet their needs and circumstances.  By helping the consumer find the policy that is most ideal for them and continuing to look out for their needs, you’ll win a customer for life.

Focus on the Benefits
If you focus on the benefits – not just the features – you’ll see a more immediate response.  Tell people what you can do for them rather than how great your product or service is.

Be Persistent
Leads360, one of our lead management partners, has done extensive research to answer this very important question: How many times should I call a prospect?  Calling 6 times gives you a 93% chance of making contact with the lead versus only 39% with a single call. Even if you make only 2 calls, you’ll increase your chance of contacting a lead by 87%!  Surprisingly, their research shows that only 50% of leads are called a second time.  Don’t let your prospects and marketing dollars go to waste!

Try Again Later
What may appear to be a bad insurance lead now may simply be a mis-timed lead.  A bad lead you receive today may be a good and profitable lead for you down the road.  Try contacting a prospect in another 30 days, 90 days, etc. 

Give Them What They Want
Think about what your prospects are looking for.  If they are looking for something specific, make sure they know they can come to you to find it.  If they are just looking for information or advice, give it to them.  Be professional, knowledgeable, and helpful.

If you have any questions or need assistance, please contact our Client Services Team at 1-866-892-4080 or clientservices@agentinsider.com.