The Follow-Up. It’s like an art form, and yet it’s incredibly crucial to your success as an insurance agent. If you don’t know how to effectively follow up, you can expect to lose potential leads. But, if you do, it opens a whole new door that will allow you to acquire more leads than you ever imagined.
Your leads are most likely on lead lists of other insurance agents. Learn how to make an impression and snag your potential customer from the competition by being the best at following up. We’ve put together a guide to help you through the follow-up process:
Identify the most appropriate message for your prospect. You should learn which is the most relatable platform for delivering that message. For example, if you have a lead that is from an older generation they might not use anemail account on a regular basis. These generations prefer personal touches and would instead want you to pick up the phone and call them, or write a letter. Vice versa, younger generations don’t really like to be called. They would prefer you to email them, send a text message or possibly even use social media to reach out to them. It’s essential you meet your potential client’s needs where they are comfortable communicating.
Communicate what they need. Your message should resonate with what your lead is interested in and is able to understand. Each of your prospects has different needs and concerns so it’s important you tackle their particular issue. It’s critical to address these needs in your follow-up email, call or letter. Whether it’s a younger generation needing to sign-up for life insurance for the first time or older generations needing to increase their health insurance. You need to make it personal.
Find the fine line between enough and too much. You don’t want to follow-up so much that your prospects become angry or annoyed with you. You need to be consistent but not too aggressive with your lead, and yes, it’s a very fine line to distinguish.. Start with following up monthly, and make adjustments as needed based on the generation you’re trying to reach. Ensure you’re consistent by setting calendar invites or creating a spreadsheet of all your leads to help you stay organized.
Another great method to stay on top of your leads is by taking advantage of our unique software, LeadForce. This lead generation and distribution software powerhouse will ensure that you not only find all possible leads, but that you never lose any. You’re also able to order direct mailings for those follow-ups that might not be interested in email or phone calls. Learn more about this innovative software: http://bit.ly/1hsYMbB
What other tried and true methods have you found work for following up with potential leads? Share with us!