It’s easy to take for granted the things we value the most. This is especially true with relationships, including the relationships we have with our best insurance clients. I once read the saying "Your best clients are your competitions' best prospects". And while, that seems pretty obvious, I would argue that the best clients are the ones who are given the attention they deserve, before they realize they need or want it.
Through the course of my career in lead generation, I have worked with many different sized companies helping them to scale their business. One of the key things I always look at is this: How does the sales force get leads, and what do they do with them?
Topics: Insider, Increase close rate, ROI, insurance marketing, follow up, insurance specialist, insurance consultant, quality insurance leads, insurance marketing systems, insurance marketing agencies, tips, telesales, inbound marketing
Recently, I was chatting with our team and wanted to hear some of the top things they have learned while working with agents, either at Avenge or in their years of experience. Being on the front line for our clients, their insights have been invaluable in helping shape our company, but more importantly by helping our clients see success in their marketing. Brittni Kooy and Mike Thomas are my go-to super heroes at Avenge Digital. Here's what they had to say:
Marketing materials are every where we look. Due to this proliferation of marketing materials in every facet of our lives (tv, internet, radio, and print) the modern buyer is no longer dependent on salespeople for necessary purchasing decision information. For agencies that use an inbound sales methodology, salespeople see first-hand the need to personalize the sales experience to the buyer's context. Often times, this results in sales teams recognizing they must transform their entire sales strategy so they're serving the buyer.
As a whole, the inbound methodology is a sales process that supports the prospect through their buyer's journey. As many of you already know, the buying process goes through three stages: Awareness, Consideration, and Decision. But did you realize in this process, that your inbound team members follow their own journey? In their journey, there are four stages: Identify, Connect, Explore, and Advise. Inbound sales teams must check off each part of this journey to support qualified leads into becoming opportunities and eventually customers. Let's dig in to each to get some tips on how to do so....
Topics: Insider, Increase close rate, ROI, marketing, insurance marketing, follow up, insurance specialist, insurance market, insurance consultant, marketing ideas for insurance brokers, inbound leads, telesales, inbound marketing
The fear of success phobia is very much like the fear of failure: both prevent the sufferer from dreaming and achieving their goals. It might seem weird to fear success; after all what can be more appealing in life than it? However, a little bit of digging in the phobic’s mind shows that fearing success is natural to them, simply because they are not looking for any change. They are so comfortable in their current situation that they want to continue to live the life despite hating it. Often, the individual might be afraid of success owing to the fear of inability to handle fame or wealth it brings.
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: Insider, Increase close rate, ROI, marketing, insurance marketing, follow up, insurance agent, insurance leads, insurance specialist, insurance market, insurance broker, insurance consultant, marketing ideas for insurance brokers, insurance marketing systems, insurance marketing organization, insurance marketing ideas, insurance marketing agencies, tips, referrals
Let’s face it, whether you’re a producer, agency owner, or support staff, at some point you’re going to be on the phone with a prospect… especially if you’re using an inbound call marketing program like ours. But what happens when your team is quoting policies and closing on the phone rather than in person? Are they as successful? Here are some of our tips to help your team be more confident on the phone:
In many ways, inbound sales calls/leads offer you with significant advantages compared with outbound sales leads generated by strategies such as “cold calling.” In particular, you are benefiting from the fact that these people made the effort to contact you. As a result, it is likely that these individuals already have some degree of interest in the services or products you provide.
Topics: Increase close rate, ROI, insurance marketing, insurance leads, insurance specialist, insurance marketing group, insurance market, insurance consultant, marketing ideas for insurance brokers, quality insurance leads, insurance marketing systems, insurance marketing organization, insurance marketing ideas, insurance marketing agencies, tips
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: Insider, Increase close rate, ROI, marketing, insurance marketing, follow up, insurance agent, insurance leads, insurance specialist, insurance marketing group, insurance broker, insurance consultant, marketing ideas for insurance brokers, quality insurance leads, insurance marketing systems, insurance marketing agencies, tips