Don’t assume. Jumping to conclusions is a common reaction to a lack of response from a client or less-than-expected return, but you have to fight the urge to decide that customer simply bought from somebody else or that leads just won’t work for you.
Keep asking, keep making contact and keep buying insurance leads until you have a definitive answer.
If a customer raises objections, don’t assume that they’re probably going to walk out your door. People can have genuine questions, even if they do plan on buying.
Hang in there, provide good answers and avoid being defensive. If you can impress the client with what you know and don’t get confrontational, the conversation should continue.
Don’t settle. It may be tempting to keep the number of leads you buy at the same level well beyond the point that your agency has grown and expanded, or to even reduce them after you reach an initial growth goal. That’s short sighted.
To continue growing, you should keep the number of leads you buy over time at a steady pace.
Turn insurance leads into more leads through cross selling. Say, for instance, that one of your customers is shopping for life insurance. Have him or her fill out a form with some questions about just what the customer is looking for in a policy.
Then ask if he or she might have an interest in other types of insurance you sell. You could use that information to cross-sell another policy. Then, ask that lead if he or she might be interested in referring you to others.
Keep the cycle going.
More on using purchased insurance leads:
Lead Management and Keeping Up with X-Dates
If you are wondering if an area is generating leads, add it and find out!
