Webinar: Working Aged Insurance Leads
Aged leads are leads that have already been contacted or who have been in the market insurance for a period or more than 30 days. One the major attractions of these types of leads are their money saving qualities. This does not, however, only exist at the time of the purchase of the leads. These leads have a number of different money saving attributes.
Cost Less
These leads do indeed cost less by lead volume at the time of purchase. Fresh leads are very expensive and do not necessarily convert any better than aged leads, as will be discussed a bit further below. But the reduced cost can be a good way for a business to economize on finding qualified prospects toward which to direct their sales efforts. There are a number of costs involved with marketing that a business incurs, and sales prospecting is a significant one. Reduction of this cost can help prove very helpful when some financial streamlining is called for.
Better Returns
As mentioned briefly above, there are potentially even better returns form leads that are aged. Prospects often need a number of contacts before they convert, sometimes as many as five. So they may actually be more ready to buy on the second or third call. This means that the aged leads may actually convert better than new ones.
Furthermore, there are differences in sales style between salespeople. So there is every reason to think that your business’ sales style may work better than that of another business who initially contacted the lead.
Have Already been Introduced
Another factor leading to these better conversions is that people who have already been introduced to a certain product or service have had time to think about it and may be ready to purchase after reflection. They may have felt pressured and on the spot during the first call. When they have had time to process the information, they may well have decided the product or service is for them.
Faster Calling
Since qualified prospects have already been introduced to a product, sales calls or presentations can go faster. This saves on employee resources in a time sense. A single salesperson can get to more calls and increased lead volume quicker since he or she does not have to explain products or services in as in depth a manner, the lead already being familiar with it. Thus more calls and conversions get made per hour and the business saves money.
