If you’re looking for insurance sales strategies to sell more insurance this month, you’re not alone.
These 40 sales strategies will help insurance agents like you quickly turn your sales leads into closed sales when you need them most.
It can be tough enough selling insurance some days, but it’s even tougher when you’ve got to make that quota, qualify for that bonus, or just be able to pay the electric bill at the end of the month.
Even if you’ve done the smart thing and topped off your sales pipeline with high-quality aged leads, you’ve still got to turn those leads into closed sales. Here’s how.
How to work the leads you already have
You probably already have leads in your CRM or database. The question is how to turn those leads into customers. And fast. Here are some of the strategies I recommend.
1. Trigger the right emotions
Many sales begin with an emotional trigger. Fear, shame, pride, and even altruism can be powerful triggers. Your auto insurance leads fear being underinsured when they need it most. Your home insurance clients want to feel pride in taking extra good care of their property.
2. Sell on value you can’t put a price on
If you’re selling on price alone, you’re going to have a bad time. Instead, focus on value that’s so good you can’t put a price on it. The key is focusing on what they think is valuable. Happiness, family well-being, peace of mind, nest egg, etc.
3. Avoid a “no” whenever possible
When you’re working online insurance leads, avoid giving your lead an easy out with a “no”. There’s almost never a reason to ask, “Do you want this?” Instead, ask, “So, which one do you want?” It will help you sell more, I promise.
4. Give fewer options
Rate cards can be overwhelming for lots of people. Think about giving better customer service to your insurance prospects by narrowing down the choices for them. Picking between three thoughtful options is more likely to lead to a sale than being left to weigh dozens of variables.
5. Use FOMO
FOMO—fear of missing out—is a powerful motivator. Use it with your leads to get more sales. Sales, discounts, and rate quotes don’t last forever. Remind your lead that an insurance carrier might change their mind and your prospect could end up paying more than they need to later.
6. Take the sale away
Similarly, a sale today might not be available tomorrow. Let your life insurance leads know that they qualify for a great policy now, but their health might change in the future. And that could affect whether they can get a policy like this down the line.
7. Head-off objections
Though they may not say anything, many people think of all sorts of objections, the possible risks of a product you’re suggesting. Put their mind at ease right away by heading off the most common objections and worries they might have.
8. Use the bandwagon
Everyone’s doing it. Many people feel more comfortable knowing that there are many strangers out there in the same situation as them and making the same kinds of choices they need to make. Let prospects know about popular coverages. You always ask because almost everyone wants this add-on.
9. Refine your unique selling proposition (USP)
Your USP distinguishes your offerings from competitors, making you stand out in the crowded insurance market. It might be your extensive experience, personalized service, or a specific type of coverage you offer. Communicate this USP effectively to potential clients, letting them understand why your service is the best fit for them.
10. Provide class-leading customer service
Outstanding customer service can lead to high client retention rates and referrals. Be responsive to queries, handle claims efficiently, and maintain a positive attitude. Satisfied clients are likely to recommend your services to their network, which can significantly boost your lead generation efforts.
11. Develop a mobile app
A user-friendly mobile app allows customers to access their policy information, file claims, and request quotes easily. With the rise of smartphone usage, providing such convenience can enhance customer satisfaction, giving you an edge over competitors who lack this feature.
How to work your book of business
Insurance sales strategies don’t always need to reinvent the wheel and your current call list isn’t the only place you can go to top up this month’s sales. Always look at ways you can work through your existing book of business.
12. Give a quote bonus
Offer a free bonus — just for letting you quote them. Drive new business with gift cards, free pizza, or even a no-cost freebie. Why wouldn’t your current clients want a free energy efficiency tip sheet for a free home insurance quote? Just be sure you give everyone the same reward whether they buy or not, and follow all your local and state rules and regulations.
13. Give a referral reward
By the same token, maybe folks in your book of business don’t need more insurance right now — but they know someone who does. Offering a small reward of your appreciation for any referrals they send your way is another way to sell to prospects.
14. Check your future-dated policies
It could be that you have a client or two who’ve discussed switching their car or homeowners insurance over to you at the end of their current policy. If you really need to make a quota, you might check in with these folks and see if you can bind their future-dated policy now. Make the urgency something that works in their favor — a rate that might change after this rough storm season, for example.
15. Launch an email campaign
You are probably sitting on thousands of email addresses in your address book. Ask yourself who you can contact about a quote bonus or a referral reward. Compose a message that puts the value back to your clients, not yourself. And send away.
16. Buy Facebook Ads
People spend a ton of time on Facebook. For a few bucks, you could be one of those ads that show up right in their Facebook feed. You don’t need to be an internet wizard to set them up and you can target just your local demographics.
17. Use retargeting ads
Retargeting ads keep your brand in front of potential clients who have visited your website but didn’t convert. This strategy maintains your brand’s visibility, encouraging visitors to return to your site when they’re ready to make a purchase, thereby increasing conversion chances. Note: carefully track your ROI to ensure that you’re not spending more than you generate.
18. Self-promote on Facebook
If you’re really a Facebook whiz, you could skip buying a Facebook ad and just self-promote on social media. With either your business Facebook page or your own personal page, you could reach thousands of people as they shop for insurance.
19. Self-promote on Twitter
If Twitter is more your style, you could also do free self-promotion here. Use hashtags to get a wider reach and be sure to mention your limited-time bonus or reward for getting a quote.
20. Cross-sell your existing clients
If you really need to drum up new insurance sales strategies, consider cross-selling to your own existing customer base. Cross-selling current clients are some of the easiest sales you can make. Call to verify contact info and let them know about specials they may qualify for.
21. Follow up with old leads
Consider taking a dive into your old leads. Look at the x-dates and call the folks whose policies are due for renewal. They may have said “no” the last time you talked to them, but a lot can change in six to 24 months.
22. Quote your cold leads
Similarly, look for opportunities where you can quote your cold leads. They lost interest before, but maybe you can rekindle that by looking at all the specials and discounts they could qualify for now. Make it worth their while to give you a callback.
23. Harness the power of content marketing
Content marketing allows you to provide valuable information, fostering trust with potential clients. This could include creating blog posts explaining insurance terms, infographics on how to choose the right policy, or videos demonstrating the impact of having suitable coverage. This strategy helps position you as an expert in the insurance field.
24. Use cause marketing
Supporting a local charity or cause resonates well with many customers. Whether it’s sponsoring a community event or organizing a charity run, cause marketing can strengthen your brand’s image, fostering a sense of trust and a positive association in potential clients’ minds.
How to work your network
Just because you’ve exhausted your current book of business is no reason to give up. Here are even more insurance sales strategies to make your sales quota.
25. Talk to friends
Put the word out to your social circle that you need to make some sales. Ask for referrals that are going to be a good match. Tell your friends about your ideal client. It will get you referrals that are a better fit for what your agency offers.
26. Talk to family
If you have a big extended family, congrats. They may be able to help you out. Let them know you’re looking for clients. They could buy from you themselves, or recommend someone they know who fits your ideal client profile.
27. Have your spouse talk to people
If you’ve talked to all your friends and family, ask your spouse to put in a good word for you with coworkers, church friends, or his or her own relatives. Someone probably has been thinking about getting more coverage. And you’re just like family.
28. Ask friends to give you a shout out
Your friends may not know anyone in particular who’s shopping for insurance. But they could still help out by getting out the word. Ask friends to retweet or share your social posts and website links to their circles. This could get your insurance agency in front of thousands of new potential clients.
29. Contact your LinkedIn connections
You may have connections on LinkedIn that could lead you to new sales leads. Send a short professional message asking if you can offer a quote. Or, consider looking through the connections of those connections.
30. Use LinkedIn Ads
LinkedIn offers targeted advertising features. By promoting your services through LinkedIn Ads, you can reach an audience that is more likely to require insurance services, such as business professionals needing commercial insurance. Ads can be tailored based on specific industries, job titles, or geographic locations. Note: it’s best to combine organic LinkedIn efforts with paid ads.
31. Try business cards
Do you have a stack of old business cards from trade shows or insurance industry conventions? Call them up and ask how they’re doing. Bring up your insurance specials when the timing is right.
32. Say hello to office neighbors
Your insurance company’s next sale may just be down the hall. Other businesses in your office plaza or strip mall may need coverage themselves. Or they might have customers who do. Try to work out a mutually beneficial exchange where you can help each other.
33. Collaborate with other businesses
Form partnerships with local businesses that offer complementary services. For instance, a real estate agent can refer clients who need home insurance, while an auto dealership might refer clients needing auto coverage. These partnerships can create a mutual referral system, expanding your potential client base.
34. Use direct mail
Despite the prevalence of digital marketing, direct mail can be an impactful strategy. Send personalized messages, insurance tips, or special offers to your local community or current database. Tailor these messages to your recipient’s needs to evoke a response, making the communication more personable and engaging. With so many insurance professionals focusing all their efforts online, direct mail is a less competitive way to reach your audience.
35. Host local community events
Community events can help establish your presence locally and create networking opportunities. Consider hosting financial literacy workshops, safety seminars, or charity events. This not only fosters goodwill within your community but also helps in promoting your brand and services.
36. Monitor your online reputation
Your online reputation can significantly impact your business. Regularly check review sites, social media, and other online platforms for mentions of your business. Address any negative reviews professionally, showing potential clients that you’re responsive and committed to resolving issues. Positive reviews can be leveraged as testimonials, showcasing client satisfaction.
How to close even more sales
Need more quality insurance sales strategies? Try these.
37. Host an office sales contest
If you have a staff working for your insurance company, try motivating them with a sales contest. Give out cash, days off, or recognition for actions that lead to new lead generation and insurance sales.
38. Buy Google Ads
You can generate even more real-time insurance leads by buying pay-per-click (PPC) ads on Google. It’s a quick way to get insurance shoppers to your site for a cost of about $10 and up per click. Once you hit your quota you can simply turn the ad off.
39. Try telemarketing
Telemarketing agencies are definitely a good option if you’ve got marketing dollars to spend on getting more leads. They are experts at getting you warm phone leads or passing along lead info like an internet lead.
40. Buy aged leads
Finally, one of the best ways to get leads in the industry — buying aged leads. It’s an easy, fast, and cost-effective way to fill your pipeline with high-quality aged leads from Aged Lead Store.
How to choose the right insurance sales strategies
Now that you have a long list of insurance sales strategies, there’s a question you need to answer: which ones best suit your selling style?
There’s no right or wrong answer to this question, as it varies from one insurance professional to the next. Taking into consideration the ideas above, here’s the path you can follow to implement a well-rounded strategy that generates results.
Find your target market
Choosing the right insurance sales strategy involves understanding your target audience. This is crucial because different demographics have varying insurance needs, preferences, and communication styles.
To get a comprehensive picture of your potential customers, perform market research and use your existing customer data to identify trends. Consider factors like age, location, occupation, lifestyle, and financial situation.
Once you’ve gained insight into your target audience, you’ll be in a better position to tailor your approach to match their expectations.
What is your unique selling proposition (USP)?
In a competitive industry like insurance, it’s essential to differentiate yourself from other providers.
Your USP might be personalized service, extensive industry experience, innovative policy options, or a unique approach to customer service. Make sure this USP is communicated clearly and consistently across all your marketing and sales materials (online and offline).
Reach your audience
From there, consider the sales channels you’ll use (there are plenty of ideas above). In today’s digital world, there are more ways than ever to reach potential customers.
However, not all channels are effective for every audience or product type.
- Direct mail
- Email marketing
- Social media
- Online targeted advertising
- Cold or warm calls
- Face-to-face interactions
You could also consider harnessing the power of content marketing, creating valuable content like blog posts, videos, and infographics that educate and engage your potential customers.
Implement your insurance sales strategies
Once you’ve selected your sales strategy, the next step is implementation. This requires clear communication with your team to ensure everyone understands the strategy and their role in its execution. Training may be necessary, especially if the strategy involves new tools or techniques.
Execute, report, tweak, repeat
In the implementation phase, set measurable goals and track your progress toward them. Whether it’s the number of new policies sold, the number of leads generated, or an increase in website traffic, having clear metrics will help you evaluate your success and make necessary adjustments.
Another essential part of implementing your insurance sales strategy is exceptional customer service. Your existing customers are not only a source of repeat business, but they can also refer new clients. Therefore, it’s vital to provide outstanding service, promptly address issues, and ensure your customers feel valued.
And of course, remember that the most effective sales strategy is flexible.
The market, customer expectations, and technology trends evolve rapidly, so be prepared to revise your strategy as needed. Regularly review your performance, solicit customer feedback, and stay informed about industry trends to ensure your sales strategy remains effective.
TL;DR: Execute your strategy, track and report what works, adjust as needed, and repeat.
When it comes down to the wire, work smarter, not harder. Try the sales strategies that best match your situation.
Remember to focus on what works for your existing leads and your book of business. Then if needed, turn to your network and explore more sales strategies.