Throughout the 8 years I've been in the industry, one of the biggest issues I've witnessed facing agencies is defining what makes a call or lead valid, or "qualified". First, let’s start with a basic definition. Defining a lead as qualified basically means they are qualified to talk to a sales representative, whether that's an agent, producer. This is a prospect that has a high likelihood to buy and is ready for sales engagement. Simple enough, right?
With Valentine's Day right around the corner, we wanted to highlight 3 tips on what exactly it is that makes consumers LOVE your agency. Sure, your bundle deals are great value, and you may write whole families who stay with your carrier for generations, have more individual discounts than most other buyers, and contribute to charitable causes. But these reasons are only skin deep,
Has your sales floor replaced the hum of the phone for the hum of keyboard clicks? In a recent GSA Business Development blog, the U.K.-based author laments, "I often hear statements such as ‘We should never call on a Friday afternoon' or … ‘August is a bad time since people are away.' If I had a pound for every time I've heard those comments over the past 17 years, I probably wouldn't need to run my business. I could retire on these earnings."
When working with a lead, either an online lead or an inbound phone call, it's important to know these 7 key parts to increase your success in both quoting and closing new business. The leads your team fights over are the great ones. Great leads have the power to supercharge your team, and help get the energy back in their sales process. What is it, though, that makes a lead great? I believe there are seven keys to use for any lead that enters the funnel. A lot of what follows may seem basic, but we know that it is the basics that win in the long run.
J.D.Power recently came out with the 2019 U.S. Insurance Shopping Study, where they outlined the consumer insurance shopping trends of 2019. In it, they describe that with just 2-3% of new customers entering the personal lines auto insurance market each year, insurers have only one option when it comes to growing their business: taking market share from competitors.
While it's always helpful to provide tips to our own prospects and clients, I wanted to chat with one of our top clients who went from being a producer to being an agency that is now licensed and writes business in eight states across the country. Joe's agency has seen explosive growth with our service, and I knew he would be the right person to fill in the gaps for agency owners looking to refine their processes. Here's what he had to say...
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