How to Revive Dormant Insurance Leads and Lead Them to a Sale
If you have been a health insurance agent for quite some time, you have your share of successful deals. Of course, this means you also have dormant or unclosed leads in your database or in your files.
You may think that these leads are pretty useless and dismissing them would be the best course of action. You are wrong. Use your marketing skills and an appropriate software (email auto responder for example) to make these dormant leads active again.
Proper organization can make the difference in getting these people back into your field of specialty. These are a few tips on how to ?wake up? those sleeping ?prospects? and help them to reconsider in getting insurance from your company.
Sort them out
? Know their personal information and identify the means to contact them, whether by phone, mail, e-mail etc.
? Organize these leads into groups and make separate databases for them. Those with e-mail, those with phone numbers, and those with mailing address.
? Make a plan. Once you had organized them into groups, create a plan on how to effectively get feedback from these leads.
? Feedback is the most important thing of all. After getting in touch with those leads and still no sign of interest, put them in the waiting list and create a new plan for them. Auto email responders could do the trick, you can set them for 3-5 month intervals and they will be your personal secretary in addressing these dormant leads. These will only work with people that have e-mails.
If possible, make sure that you get the most updated information available from your leads. Some of them do not want to have insurance now, but they ?might? have need of it in the future. These could take months and possibly years. Don?t worry; you just have to place them in a separate database and use them as future reference ?if they changed their mind?.
There is a chance that you might uncover some very promising leads with new found ?interest?. The right timing and occasion can affect these possible prospects, so you must carefully consider the ways of approaching them.
Create personalized messages
Make it professional. If you have new promos or proposals make sure to let them know. Introduce yourself and what you sell (don?t put too much pressure). Remember that you had just contacted them, don?t mess this chance by scaring them away.
Your messages will be your bridge in establishing a ground on which a possible interaction might occur. Making a good impression is crucial at this point. This is where it all starts; the success and failure will lie on the first few sentences that you will say to them.
Answer their questions
You have to answer all their questions because that is important as well. You must tell these clients the benefits of getting their insurance from you. Explain to them the things that they do not understand and make them feel that you welcome any questions that they have in mind.
Give them the link for your company?s website. Let them browse through it, make sure that the site is informative and have that ?user friendly? atmosphere that will get them interested. Too many complicated things will just annoy them, so, stick to the basic and make it simple. Have positive testimonials or comments on your site as well. You may not be aware, but these things could have an impact on their decision.
Give them a way to contact you
Their decision making could take some time. Just in case they are ready to make a decision in buying insurance from you, they should have your contact number at hand. Give your e-mail or your phone number. If you are using a phone, it is best if you have an answering machine to record their messages and get back to them as soon as possible.
Keeping tract with leads through E-mails
There are auto email responding softwares like LeadMiner that handles a steady stream of messages to your potential prospects and dormant leads alike. All you have to do is compose the messages and set the time intervals on how often you want a mail to be sent (days, weeks, months). This will ensure that you stay in touch with these people and increase the chance of getting a positive feedback.
These methods can help your dormant leads to be active again and at the same time encourage your potential prospects. All you have to do is have the right game plan for each of your leads and make the appropriate approach so that they would decide to buy insurance from you. It is like hitting two birds with one stone, don?t you agree?