One of the challenges insurance agents face is converting prospects into live customers. They may have all the leads in the world, but if they can't close the sale, it's all for nothing. Convincing people to buy their insurance is their primary job, after all.
Fortunately, agents can use a few key tactics to increase the chances of conversion and get more people through the door.
Here are some tips to help you convert more leads into sales.
Of course, everybody likes some free stuff. Who doesn't? Providing or offering an incentive is an excellent way to attract customers and push them to convert. The incentive does not have to be expensive or flashy. It just has to be enticing enough for the customer to take advantage of it.
There are a few types of incentives that you can use:
- Discounts: These can take the form of a percentage or fixed amount. You can offer discounts on your products' prices to make them more attractive for customers.
- Gift Cards/Vouchers: You can give gift cards/vouchers to customers as an incentive. Doing so gives the customer a chance to choose from your products or services.
- Freebies: You can include free items with the products or services you sell. For example, a company may offer free items on specific orders, and customers find this attractive.
These are just some of the incentives you can use to attract more customers and boost your sales.
Sell Your Product's Value
Insurance agents must sell the value of their products. Essentially, what makes your insurance plans a better option than the other company. For example, if you were an automobile insurance company, your value proposition may be that your prices are lower than other companies.
Insurance shoppers consider the response time the most crucial factor in evaluating their insurance carrier.
Or maybe it's the fact that you offer more comprehensive coverage. Whatever it is, make sure to highlight it in all of your marketing materials.
Insurance shoppers consider the response time the most crucial factor in evaluating their insurance carrier. Studies have shown that insurance companies risk losing customers if they're not responding to them within five minutes.
According to Nectar's 20 proven sales tips, interest levels drop significantly for every minute you wait after initial contact. And this is especially true for people who have filed a claim. In fact, most customers said they would leave their insurance company if it took more than five minutes to respond to their claim.
It's no wonder that many insurance companies are investing in chatbots and other customer service technologies that promise quick response times.
It is essential to reduce friction by automating as much of the insurance shopping experience as possible to keep customers from getting frustrated and leaving. It includes providing instant quotes via digital channels (e.g., mobile apps) and offering data-driven recommendations for the right insurance coverage.
80% of sales leads generally require five follow-ups, according to Marketing Donut. While this might sound a lot, you can undoubtedly convert them into live customers if you effectively communicate and approach your leads correctly.
The key to a successful follow-up is tailoring your message to what the lead has already shown interest in. For example, if you've been emailing a potential customer about a life insurance policy and they haven't responded, try sending them a follow-up message about a different product.
Be sure to reiterate the benefits of your product or service in your follow-up message, and end with a question. It makes it easier for the customer to respond. Plus, it will get them thinking about how your product or service can benefit them.
So, what are you waiting for? Send a quick email or message today and see how your customer responds.
Don't Be Pushy
It's no secret that customers hate pushy, obtrusive insurance agents. In fact, the factors most likely to negatively impact a customer's perception of an insurance company were pushy agents, excessive advertising, and deceptive marketing practices.
With this in mind, stop trying so hard. Rather than aggressively pursuing customers, try to provide them with information and resources that will help them make informed decisions on their own. When you give customers the chance to learn about their options and make decisions for themselves, they'll be more likely to trust you and your company.
Also, remember that customers don't like feeling like they're being forced into something. So take the time to build relationships with them, and let them know that you're always available to help when they need it.
Successfully selling insurance products requires a strong understanding of your products, as well as the needs of your potential customers. And you need to be able to articulate that information in a way that is both clear and engaging. You also need to build relationships with your client and provide solutions that meet those needs.