Best Prospecting Tools for Insurance Agents

November 30, 2012

internet lead prospects - NextWaveMarketingStrategies.comAnyone who sells insurance knows that it’s a war out there! Your agency faces stiff competition for clients, so it’s always a good idea to be on the lookout for anything that gives you an edge in prospecting insurance leads. Here are some ideas you may not have considered.

1. Testimonials

Whether it’s a single letter from a prominent community figure, a booklet that reflects the views of a dozen or more satisfied customers, or a string of comments on your website, testimonials can get prospects’ attention. After all, what prospects really want to know is if they’ll be satisfied with your company. Seeing that the work you have done has pleased existing customers can give them a strong nudge towards doing business with your agency.

2. Customer Relationship Management Plan

It’s very rare to convert insurance leads on the first sales call, so you need to have a plan for following up with your prospects. One easy way to do this is to use a simple sequence of emails that you can send at one week after contact, two weeks, a month, and so on. If you combine the emails with phone calls, your CRM model will be even more effective.

 

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3. Effective Business Cards

Some agencies have great business cards; others, not so much. The best business cards contain only your most important information – in other words, sixteen different phone numbers are not necessary. They are legible, they have white space, and they are professionally printed. Don’t use odd fonts or strange finishes to get your prospect’s attention. That’s the mark of an amateur.

4. Lead Generation Postcard

Most companies no longer use direct mail. That’s why the companies that do make this bold choice tend to stand out in people’s minds. A postcard is especially effective, because your prospect can see your message without even having to open an envelope. If you do choose the direct mail route, plan to send out two or three mailings. Most potential customers do not call the first time they come across your postcard. They have to be won over bit by bit.

5. Press Releases

Has your agency done something new or noteworthy? Are you sponsoring a holiday meal for homeless families? Have you just won an award from the Better Business Bureau? If so, don’t wait for other people to notice it – toot your own horn. A well-written press release is a good way to catch the notice of your prospects.

Even if the competition is stiff in the insurance world, there are still ways that your agency can rise to the top. Don’t be shy about pursuing insurance leads with all the prospecting tools at your disposal.

About Troy Wilson