Mistakes To Avoid With Video Marketing

We live in a digital age. Many people spend large amounts of time on their phones, often scrolling through social media, looking up information, or watching videos. In fact, approximately 78% of internet users actively watch online videos. This means that video marketing can play a significant role in engaging with potential customers and attracting their attention. Shooting videos and posting them to social media or your website sounds simple enough, and many people will dive right into making them. But, it is a little more complicated than that. Here are some things you need to avoid when creating and posting videos.

Forgetting SEOSEO spelled out on scrabble blocks

Learning how SEO (Search Engine Optimization) works is important for ranking higher on search engines and bringing more quality traffic to your content. If you don’t incorporate proper SEO techniques and tactics, then there’s not much point to creating and posting videos, because not many people will actually see them. To get started with SEO, properly title your videos with keywords related to the content, take the time to fill out your video description, and add keyword tags that are relevant to your industry and your brand.

Not Including a Call-To-Action

If you create a video and do not include a call-to-action, then your customers will not know where to go to learn more about your business. A call-to-action is a simple direction that tells your customer exactly what you want them to do, such as “If you want to learn more, click here,” or “To read more on this subject, click here.”

Selling Too Hardcaucasian man yelling into a megaphone

A marketing video is not the place to go in for the hard sell. The purpose of these videos is to build a relationship with potential customers, as well as to connect with current customers. In the beginning of the sales funnel, customers are more interested in what you can offer them. So while you want to incorporate selling your product into your videos, the most important thing you can do is offer useful advice and try to grow awareness about your business.

Selling Too Late

If you put your selling points near the end of the video, then you risk losing your audience before they even get to the important part. Because people have short attention spans, they will want their answer immediately and may only watch the first few seconds or minutes of your video. Make sure that the most important parts of your message, including the call-to-action, are communicated in the beginning of your video, preferably in the first 10-20 seconds.

Posting Videos That Are Too Long

young caucasian man looking at his phone with one hand on his cheek
If you post videos that are too long, you will lose your prospects interest.

When posting videos on Facebook, Instagram, or YouTube, you need to make sure they’re the optimal length. If you make a video that is too long, you will lose the interest of the audience. Once they click on your video and see that it is 10 or 15 minutes long, they’re only going to watch if they’re very committed; otherwise, they will make a quick exit. Studies show that people have a short attention span when it comes to media, so the optimal video length is approximately 2 minutes.

Posting Poor Quality Videos

Nothing is more irritating than trying to watch a poor quality video online. Posting poor quality videos will not only reflect badly on you, but it will also reflect badly on your business’s brand as a whole. Do not rush to make videos and throw them out there. Make sure you invest in good video equipment, plan your videos out ahead of time, and edit them if necessary. These days, even an iPhone will work to produce good quality videos, just make sure that the lighting is good, the audio is clear, and that the camera stays steady.

Content Marketing Funnel Stages

Spend any amount of time scrolling through social media or browsing the internet and you’ll see a lot of content that is trying to get you to buy something, sign up for something, or learn more about something. This type of marketing, known as content marketing, can play a huge role in attracting customers to your brand and business. Creating content like this is part of the content marketing funnel, which is a way to introduce leads to your business and then convert them into sales by “funneling” them through various stages of content. The content marketing funnel has its own place in the sales funnel, and can naturally push customers towards your product or business. Before jumping into creating content, though, you need to know the five stages of the content marketing funnel: awareness, evaluation, conversion, purchase, and repurchase.

2 megaphones pointing in opposite directions, one blue and one orange.
First you need to raise awareness of your business and get exposure!

Awareness

This stage is very important for businesses, because it is the stage in which you produce content that gets the attention of potential customers. After all, before a lead becomes a customer, they have to be aware that your business even exists! During this stage, you should be posting mainly on social media. Your content should speak to potential customers about what’s important to them. Engage with them as much as you can in order to grow your visibility on other people’s pages or walls. You can share interesting articles or videos (including those you have made yourself), write and share blog posts, and even create a podcast!

Evaluation

After coming across your content, customers will evaluate whether they need your product, and whether it will be a solution to their problems. This is the evaluation stage. During this stage, you should be trying to build trust with customers; the best way to do this is by providing them with all the information they will need to make their decision. At this point, they will hopefully be looking at your website, so make sure that you are SEO-optimized. You should also make sure that your service descriptions are up-to-date, and that your site includes information about your company, such as your background and values.

Conversion

call to action written on a black board with a stopwatch as the O
Make sure to include a call-to-action for prospects to request more information.

Once a customer has visited your website, you need ways to continue to funnel them towards making a purchase. This means that it should be easy and appealing for them to sign up to receive updates/more information. This is the conversion phase. Make sure you have a visible call-to-action, try using an email drip campaign, or even offer a free trial for your services to entice them to give you a try. By presenting potential customers with as much information as possible during this phase, you can help steer them towards a purchase.

Purchase

The average customer engages with 3-5 pieces of content before talking to a sales rep. If you have successfully led them through the funnel that far, then you have a good chance of making a sale. But once a customer has decided to purchase your product, you still need to keep the customer relationship going. This stage is all about continuing to engage with your customers and making them feel important so that they stay satisfied. Having great customer service skills will eventually get your customers coming back and referring you to others.

Repurchaseone hand coing out of a laptop screen with a credit card reaching towards another hand coming ojut of a laptop screen with a brown bag

After a customer has purchased from your business, you need to keep them coming back to you to use your services again. During the repurchase stage you will be focusing on developing customer relationships by continuing to engage with your customer. Stay in contact with them to make sure that they are happy, and if they are not, then see what you can do to make them happy. When you keep your customer happy, you will have a customer for life!

Why You Should Consider Live Transfer Calls

When you choose to go with live transfers, or warm transfers, you’ll get connected directly to exclusive leads seeking insurance quotes and help. Live transfer calls are typically more expensive than traditional leads, but they’re worth it: using these leads will save you time and increase your chances of signing clients. Working with Benepath will help you further increase the number of clients that you sign, because we have a process that generates real-time exclusive leads who you will have no trouble getting in contact with.

womans hands on a laptop keyboard
Consumers fill out an online form for insurance and when they submit it, it is directly sent to an agent.

How Live Transfers Work

Live transfers are simple. Consumers on the hunt for insurance find our page, enter their zip code, and fill out our interest form. Once they do this, we immediately get the lead on the line and transfer them to you; we will also send their info to you via text, email, and will even link it to your CRM! This way, if you miss the call, you will have their information and can call them back. Being connected directly to a lead who is actively searching for insurance greatly increases the chance that you’ll make a sale.

Benepath offers agents sales-boosting tools that other companies do not. In addition to providing real-time exclusive leads, we also create a custom “thank you” page for you. This means that each lead who we transfer you to will know your name, business, and biography immediately upon completing their interest form. They’ll have seen your face and learned a little bit about you before they even speak to you, and so will feel comfortable with you right from the start.

Benefits Of Live Transfer Leads

illustration of a hand in a suit holding the middle of two balls, one with clock and the other with money.
Using transfer leads will save you time and money!

Save Time

Instead of searching for your own leads or getting the runaround with online insurance leads, live transfer calls allow you to immediately get in contact with the lead. These types of leads guarantee that there will be a lead who is ready to to speak with you, so you won’t need to waste time playing phone tag, sending emails back and forth, and chasing down leads. Instead, you’ll have more time to speak to more leads and make more sales.

Guaranteed Interest

In order to secure a sale, it is important to contact a lead as soon as possible. With live transfer leads, you will automatically be connected to a lead as soon as they express an interest in speaking with an agent. With an online lead you just get the name and phone number of someone who has expressed interest in insurance, but with a live transfer call you’ll be given a lead who is prepared to speak to you and is ready to sign up. This will help you to strike while the iron is hot!

You Know What You’re Getting

Receiving a lot of leads is not all that beneficial to you if those leads aren’t qualified. With live transfers you know exactly what you’re getting; the interested party has already gone through the qualification process before their information is passed on to you. They have also already filled out an interest form so you know exactly what they’re looking for. This will save you from having to filter through individuals who don’t qualify for the insurance options you have to offer.

They’re Exclusive

silhouette of two men with a caucasian hand in the middle drawing red line with arrows on the ends

A live transfer call is 100% exclusive because it is transferred to one and only one agent. These leads are never transferred to another agent or marketed again. Unlike many other companies that sell insurance leads over and over again, Benepath will never share your lead with another agent.

Why Use Benepath?

Working with Benepath means you’ll be able to free up more of your time and increase your sales. We offer you real-time exclusive leads who are warmed up and ready to purchase an insurance plan. You will just have to provide us with the days and times that you are available so that we can send you live transfer calls during your specific hours. In short, we do all the work for you, finding you pre-qualified leads and simply passing them off to you to make the sale. Benepath will provide you with better tools, more guidance, unsurpassed sales training, and techniques from the most successful agents and trainers in the industry, not to mention the best leads available!

Showing Your Clients The Value Of An Independent Agent

Working with an independent insurance agent has a lot of benefits, and it’s important that your customers – and potential customers – know about them. You need to show them that independent insurance agents offer value that captive agents cannot. This will prevent them from seeking help from a captive agent, and from searching for quotes on their own. The more that people see the value in working with an independent agent such as yourself, the more they will continue to use your services, and the more likely they will be to bring others on board to use your services. Share the following benefits of working with an independent agent with your customers, so you can help them understand what you bring to the table and why they should consider doing business with you.

take it easy spelled out on blocks.
Take the weight off your customer’s shoulders by doing all the comparing of plans within minutes.

Ease

70% of people say they would rather research and compare plans themselves than speak with an agent. They don’t want to be hassled or given the runaround, and they think that, by cutting out an insurance agent, they’ll get a quicker, easier transaction. It’s your job to show your customers how easy it is to do business with you. Highlight the fact that you can compare plans from multiple carriers for them in minutes, without any obligation, and that you’ll take the weight off of their shoulders by saving them time and frustration.

More Choice

Make sure your customers know what it means that you are an independent agent. One of the biggest advantages of working with you is that you can offer more plan choices from multiple insurance companies. Make it clear that you have access to multiple plans to meet their specific financial and medical needs, and that you can get them the most competitive prices. Show them how you are able to offer an extensive list of comprehensive coverage options, affordable prices, and possibly even discounts that wouldn’t be available to them if they didn’t work with an independent agent.

Personalized Servicetwo women sitting at the end of a desk with one in a business suit pointing at a laptop screen

Something you can offer your customers that other agents cannot is personalized service and unbiased advice. You work for your customers and not the insurance carriers, and can advise them to make the best choices based on their needs. Show your customers that you go the extra mile to truly understand their needs. Learn their names, treat them like a person, and thank them for their service. Customers might think that most agents just want to make a quick buck, but if you provide them with a more personalized approach, you’ll have a customer for life, and more referrals so you can keep growing your business.

Education

Insurance jargon is not easy to understand, but, as an insurance agent, you have the benefit of being educated on the subject. Let your customers know that you can thoroughly explain to them exactly how their coverage works, that you can help them with the claims process, and that you can provide strategic advice all along the way.

the back of a woman sitting down meditating in front of a sunset
Independent agents offer peace of mind by offering 24/7 assistance.

Peace Of Mind

Aside from convenience, the next most important thing to customers is peace of mind – they want to know that they’re working with the best agent and that they’re getting the best plan possible. You can provide this peace of mind by being there for them whenever they need help and by providing the best customer service possible. Tell them – and show them – that you are there to help 24/7, and that you are accessible through multiple channels. But also show them that you won’t overuse their contact information or harass them! Anytime they need help, make sure you are there for them. After all, without your customers, you wouldn’t have a business. Make them your number one priority, so you can keep your current customers and also gain new ones.

Building Customer Confidence

The secret to growing your business is taking care of your customers. You have to build customer confidence and trust in order to build a strong, dependable consumer base. At the end of the day, people buy from people that they trust, but it’s not always easy to get people to trust you when you’re selling insurance. The fact of the matter is, many people simply don’t trust sales people. Don’t let that discourage you! There are some easy ways that you can gain the confidence of insurance shoppers.

Share Video Testimonialscaucasian hands on a laptop keyboard with "customer testimonial" on the screen

The saying “show, don’t tell” holds true in most situations, including in the world of customer service. People want to see great reviews of a product or business before pulling the trigger on a purchase, so don’t only show your customers the work that you’ve done or have them simply read reviews from your clients; show them video testimonials of customers you’ve helped. People want to know that they are dealing with someone who truly cares about and helps people, and what better way to highlight your personal relationships with your customers than by sharing how they feel about you in their own words?

Talk About Yourself/Build A Connection

Build a connection with your customers by letting them get to know you. Don’t try to rush into a sales pitch; instead, start by talking about yourself, your children, and your pets. If your children are in sports or any after school activities, talk about them and your involvement with the school or community. When you share these aspects of yourself, customers will feel a connection with you and will be more likely to look at you as more than just an insurance agent. They will feel more comfortable opening up to you, and in the end they will feel like they have spoken to a real person, not just a salesperson.

Offer Great Customer Service

support spelled out on scrabble blocks with clear blocks in the background
Be there for your customers when they need you and make them top priority.

Customer service means always being ready, willing, and able to help. When a customer contacts you, be sure to contact them back as soon as possible. Always keep them informed about any changes to their policies, and serve as a resource center for them. Find any solutions to their problems if you can, and take on their problems as your own.

But great customer service is not just about the practical side of things. It’s also about showing a genuine interest in your clients and in protecting them. Customers get tired of hearing sales pitches and feeling like they are being strong-armed into a sale. They want to know that you truly care about them, so take your time with them, and ask questions so you can better understand their needs. Over-explain and be empathetic while going over their insurance options, and be honest about what plan will best work for them and why. Be genuine, and your customers will pick up on that and appreciate it.

Build A Strong Reputation

Warren Buffett once said, “It takes 20 years to build a reputation and five minutes to ruin it.” Reputation is everything when it comes to gaining customer confidence, so you need to build a worthy reputation for doing the right thing, which means taking the time to genuinely help customers as much as you can without being pushy. If you don’t focus on customer service, you could end up with a bad reputation, and then you can forget about trying to convince a potential customer that you are the right insurance agent for the job. Never stop working on your reputation; if you do end up with any unhappy customers, always take the time to try and make things right if you can.

Make your customers your top priority at all times. Period. There are no shortcuts when it comes to gaining confidence from your customers and potential customers. Provide them with the best service you can, be honest and transparent, and don’t cut corners. In return, you will have loyal customers and boost your sales. It’s as simple as that.

Cold Calling Tips For Agents

Selling insurance is a competitive business. Even if you have the most comprehensive policies with the best prices, it won’t matter if you don’t master the art of cold calling and selling your plans. Cold calling requires determination, energy, and a lot of preparation. Calling people who are not expecting to hear from you can be stressful and overwhelming. If it isn’t done right, your calls could end with a hang up. To avoid rejection, we have some tips to help you get through cold calling, as well a sample script you can use to start making successful calls.

Plan Ahead

caucasian woman writing on a whiteboard

Before hopping on a call, make sure that you are ready and know what you’re going to say and ask. Don’t talk about yourself; instead, focus all of your questions on your client. You want to learn as much about them as possible. The best way to do this is by planning all of your questions in advance.

Be Personable

Start your phone calls feeling optimistic and, once you get a potential customer on the line, be open, happy, and personable. After all, your first impression is everything!

Never Ever Ask “Did I Catch You At A Bad Time?”

African American man in a suit sitting outside smiling on the phone while typing on his laptop
Be personable, state your full name and the company you work for so you are in control of the phone call.

If you ask “Did I catch you at a bad time?” odds are the potential customer will say yes and ask you to call back at a later time, with no intentions of ever speaking to you again. You are opening the conversation with a way out for them, so avoid asking this question at all costs.

State Your Full Name & Company

Remain in control of the conversation by stating your full name and the name of your company first. If you leave it to your customer to ask “Who is this?” or ”What company are you with?” then you are put on the defensive. You always want to be the one that is asking the questions and getting to know them. In general, the person who is asking the question is the one who controls the conversation.

Sell The Meeting, Not The Product

After stating your name and the company you work for, state the reason for your phone call. Cold calling is not about trying to sell the product right off the bat; you don’t want to overwhelm your prospect during the first conversation. It is more about getting to the next step of setting up a time to speak again. They did inquire online about insurance, so your job is to find out what their needs are, and see if you can schedule a meeting. Once you have a meeting set, the rest is a piece of cake.

Brush It Off hands at a desk with both pointer fingers touching the thumbs.

There are going to be times that you are going to have to deal with rejection, or with people being flat out rude. Don’t let it get to you; you have to learn to just brush it off and move on. If you get told off during a phone call, you have to remain pleasant, because if you’re rude then you’ll end up with a bad reputation. If you get denied, just get on another call and focus on the next lead.

Sample Script

The following is an example of a script that you can use to help you schedule a meeting, and possibly make a sale:

“Hello [Prospect Name]. My name is [Your Name] and I am calling from [Agency Name].The reason I’m calling is because I see that you’re interested in comparing insurance plans and quotes. I know that having the right insurance coverage is a top priority for you. I would like to review your current coverage and compare quotes in your area for free, so we can see if we can get you a great plan with more benefits at a great price. I’m offering this service for free – all I need is a little bit of your time. I suggest we have a 15 minute meeting so I can assess your needs and discuss your insurance options. Do you have your calendar handy?”

Lead Types

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