Are you having a difficult time turning your business insurance leads into loyal clients? The ability to convert prospects into customers is what makes or breaks an insurance agent, but oftentimes closing sales is easier said than done.
While all efforts require hard work and persistence, we’ve put together a list of some specific tips that will help you increase your conversions, and ultimately grow your ROI.
Let’s dive in.
#1 Take Advantage of Your CRM Tools
As insurance agents, you must take full advantage of your Customer Relationship Management (CRM) system. CRM systems are best known for their ability to organize leads, track interactions, and streamline marketing strategies. They can play a vital role in the sales process, but only if you use them to their full capabilities.
Here are some specific ways to use your CRM system to help increase your business insurance lead conversions:
- Segmentation: CRM systems allow you to segment your lead lists, based on things like demographics, online behaviors, engagement levels, source acquired, campaign, industry, priority level and more.
- Reminders: Whether it’s a first-time interaction or a follow-up call, never miss out on a potential sale by using built in scheduling capabilities.
- Automations: Use automated features such as email campaigns that foster ongoing relationships. Additionally CRM systems make it easy to automate client communications, ensuring that you don’t miss out on key opportunities.
#2 Respond Quickly
When dealing with business insurance leads in particular, time is of the essence. This is because businesses that need protection, usually need it immediately, and are going to get it one way or another (they’re not going to wait around for you).
According to a survey conducted by Lead Connect, 78% of customers buy from the first company to respond to their
inquiry. This drives home the importance of being prompt in both your initial interactions and follow-ups.
Here are some ways to stay on top of your client communications:
- Have scripts, and pre-written email templates ready and available, so you can respond to inquiries quickly.
- Invest in a live AI chatbot for your personal website, to communicate with leads 24/7.
- Set up automations using your CRM system to ensure no interaction is missed, and every new lead is engaged with.
#3 Build Trust
Contacting a consumer and pitching your product isn’t usually enough in itself. If you want to convert more business leads into loyal clients, you must establish trust with the prospect as early as possible.
It all starts with being open, honest and personable. Here are some effective ways to build trust:
- Keep Things Light: Don’t be too aggressive, assertive or pushy. Instead try to feel out the individual, and base your approach on their communication style. While it may sound cliche, start off with a light anecdote to break the ice. Even something as simple as “How’s your week going?” can help ease the tension and get things off on the right foot.
- Be Transparent: When it comes to hard facts such as prices, or plan details, it’s important to be transparent by providing accurate information. While offering deals and discounts (if you’re able to) is a great selling point, don’t ever offer something you can’t pull through on.
- Provide Real-Life Proof: Another great way to build trust is by sharing the real-life stories of other businesses who you’ve helped. Customer testimonials and success stories can go a long way in building credibility within a community.
#4 Develop a Robust Follow-Up Strategy
While we all want to convert leads on our first touchpoint, that won’t always be the reality. Developing a well-thought-out follow-up strategy keeps your services top of mind, and showcases your commitment.
Here are some of the best follow-up practices:
- Use Multiple Channels: Unless the prospect has previously specified a certain mode of communication they prefer, it’s worth using a variety of channels. This includes phone (both call and SMS), email, and social media.
- Provide Value: Be creative in the way that you contact individuals. For example, instead of simply asking about their insurance needs, provide leads with educational resources like articles, webinars, or whitepapers.
- Send Reminders and Deals: Send periodic reminders about deadlines, savings or promotions to entice individuals to touch base so they don’t miss out.
#5 Use a Clear Call-to-Action (Close the Sale)
So you’ve responded quickly, provided value, established trust and follow-up (if necessary) in a timely manner. Now it’s time to close the sale.
More often than you might think agents make it this far, but don’t have a plan to finish off the process. Coming up with an effective call-to-action (CTA) puts the ball in the prospects court so to speak. You’ve said your piece, now it’s time for them to respond.
To come up with your CTA, first identify what your goal is. Maybe it’s to book a consultation or for someone to sign a contract. Then simply think of a way to offer your services and entice customers to take the next step in the process.
Here are some examples of effective CTAs:
- “Schedule your 30-minute obligation-free appointment today!”
- “Get your free quote, and see how we can save you and your team money!”
- “Let’s discuss your needs today. Give us a call at (phone number).”
- “Given the concerns that you’ve laid out, and the options that we’ve discussed, this policy looks like a great fit for your company.”
#6 Outsource Your Business Insurance Leads
If you’re putting in the work and dollars but are still struggling to generate high-quality business insurance leads, outsourcing your needs to a trusted partner like Benepath is key to your growth and success. When working with Benepath you gain access to:
- A Variety of Lead Types: We offer both exclusive real-time leads and aged leads in the following verticals: business (commercial) insurance, group health insurance and individual (under-65) health insurance. Our lead packages also include a filtering option, allowing you to specify preferred territory, business type and more.
- Immediate Delivery & Integration: As soon as a consumer fills out a form, we immediately match the lead with an agent like yourself, and seamlessly deliver it right to your CRM system.
- Tips & Advice: At Benepath we don’t just give you leads and leave. Instead, our team representatives pass along valuable information such as best practices, follow-up strategies, marketing insights and more.
Are you ready to take your sales to the next level? Converting business insurance leads into valuable clients takes hard work and dedication, but it all starts with having the necessary tools. And what tool is more important than a steady flow of leads?
To learn more about Benepath’s lead generation services, just fill out a form on the right or give us a call at (888)-684-3121.
