It’s November and for many companies, the fourth quarter of business brings with it crunch time for achieving your sales goals. Maybe you didn't do so well at the beginning of the year and are trying to close the gap, or maybe you find yourself pushing to attain your revenue goal but uncertain what you can do to speed customer decision making.
Lead generation is the lifeblood of all successful businesses. Without leads, you have no customers, and without customers, you have no revenue.
But how many of them convert to sales? One out of 10? One out of 100? What if you could make that rate closer to 95%? Sounds impossible, right? The average conversion rate for closing leads depends on many factors, including your lead or call source. That being said, there is a two-step process that will help you close more business, and it's perception isn't what you think!
Topics: tips, referrals, insurance marketing systems, insurance marketing agencies, marketing ideas for insurance brokers, insurance marketing ideas, insurance marketing organization, insurance consultant, insurance market, insurance specialist, insurance marketing, Increase close rate, ROI, Insider, follow up, marketing, insurance agent, insurance broker, insurance leads
Every insurance professional comes to the conclusion at some point, usually when you're doing working through your existing network, that your marketing could and should include some form of insurane lead services. Insurance leads have been around for a while now, however the method in which they are acquired has developed dramatically since the advent of mailers.
Topics: tips, insurance marketing systems, insurance consultant, insurance leads, marketing, ROI, Increase close rate, Insider, follow up, insurance marketing, insurance agent, insurance broker, insurance specialist, insurance marketing group, insurance marketing agencies, marketing ideas for insurance brokers, quality insurance leads
We strive to provide agents with tips on how to help bring their agency to the next level. A lot of agents think sales and customer service are two separate aspects of running an insurance agency. However, I think great customer service IS a sales strategy.
We live in the age of instant gratification and consumers often don’t give you a chance to explain the value you think you can provide. They are too busy, and have too little faith in the hordes of producers and companies that reach out to them on a daily basis. Unfortunately, they have learned through experience that these knee-jerk objections are the best defense against people wasting their time. This forces agency owners and producers to be more assertive and persistent. Even when you are using an inbound marketing solution like Avenge Digital, you will deal with objections. That's just the part of any business but the vast majority of the time what happens is a knee-jerk reaction from busy people who don’t yet see the value in working with you. That's not a reflection of you! Nearly all objections at the prospecting phase of the sales and quoting process fit into one of two categories either they don’t understand the value & are too busy to think about it, or they are not ready for a buying conversation. Also broken down very simply: "Time or Money"
Topics: tips, insurance marketing systems, marketing ideas for insurance brokers, insurance marketing agencies, insurance marketing ideas, insurance marketing organization, insurance consultant, insurance marketing group, insurance specialist, insurance agent, insurance marketing, ROI, follow up, Increase close rate, Insider
Agency owners often play an important role in helping their producers close sales with clients who have very specific insurance needs. This is a big part of the value many agents provide. Here are a few tips for honing your producers skills in this area.
It can be tough out there for insurance agencies. Changes in Obamacare is shaping the way employers provide health insurance for their employees. Rate increases on the Property & Casualty front are always present and a constant objection many agents must overcome. In fact, the new legislation is trying to curtail the role of insurance agencies in the insurance procurement process. Persistent slow economic growth has reduced business investment, which adds additional steps and approvals to the insurance buying process.
Topics: insurance marketing systems, marketing ideas for insurance brokers, insurance marketing ideas, insurance marketing agencies, insurance marketing organization, insurance marketing, insurance agent, ROI, Insider, Increase close rate
With Memorial Day weekend upon us, summer is almost here! It’s time to pull out your patio furniture, dust off the grill, and get it ready for the upcoming season. When selling insurance in the summer, many people are more eager to talk about their summer plans and incorporating that into your sales pitch is a great relationship-building exercise to engage with your potential clients!
Every year I try my best to make it to as many trade shows as I can so I can get in front of agency owners and producers to learn about their customer acquisition techniques. Last fall I was speaking with a rather well known agent who was discussing his customer acquisition costs. This is a guy who is very in-tune with digital marketing, and just marketing in general as he had worked for company doing SEO marketing before becoming an agent, and someone who is very numbers-oriented when it comes to his processes.
Topics: tips, insurance marketing systems, insurance marketing ideas, insurance consultant, insurance specialist, insurance marketing, ROI, Increase close rate, Insider, insurance agent, insurance broker, insurance marketing group
In today's marketplace, anybody can sell on price. It's easy to fall into the trap of thinking that the only thing that matters to consumers is price.