Have you ever gotten a phone call from a computer? “Hello, this is Company ABC. Please stay on the line until an agent is free to take this call.” If you’ve ever received this kind of nuisance call, your response has probably been very similar to mine: Click.
Don’t misunderstand me. Technology can be a great tool, and it can save sales agents time, but it should not be used to the extent that calls become impersonal, not to mention irritating. When your customers are ready to spend money on life insurance, they want a live voice instead of a machine.
You can make a greater emphasis on personalization an important part of your sales strategy.
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Life Insurance Leads and Aged Leads
In an ideal world, the first contact your leads would have with you would be a human voice on the other end of the phone. If life insurance leads are coming in too quickly, though, it is permissible to send a personalized asking for an appointment to talk on the phone.
Many aged leads already feel ignored. Assuming they are not on the do not call list, the best way to reach them is through a telephone call to check in with them and assess their need for services. If they are on the DNC, send a personalized email or a letter to re-initiate contact.
Cold Calling Is Easier with Social Media
Suppose you’re calling a customer about whom you know nothing. Before you dial that number, take a few minutes to check your lead’s LinkedIn page. If you find you have contacts in common, you may be able to connect with the person you’re trying to reach.
Even if you can’t make that hoped-for connection, you can still study the person’s social media profile and find information about common interests that can turn cold calling into warm calling. Perhaps, for instance, you’ll find that your children attend the same school or that you’re both avid golfers.
The best sales strategy is the one that encourages agents to engage in frequent follow up with prospects. There are many different ways to do this. You might, for instance, simply send a personalized email every month or so to each prospect reminding him or her of the services you offer. Other agents prefer to contact prospects on special occasions such as birthdays and anniversaries to remind them of the importance of life insurance. Still others get in touch if they find a link or a clipping they think might interest the potential client.
As you are deciding on your sales strategy, make sure you leave room for many opportunities to meet and greet your leads and prospects as individuals rather than as potential dollar signs. The more personal your message, the higher your chance of making a sale.