Traditionally, reaching out to older adults has not been an easy task for sales teams. Even when senior insurance leads could be identified, the actual sales process often involved several phone calls and more than one time-consuming home visit.
The Baby Boomers are starting to change the face of sales prospecting among seniors. Baby Boomers are better informed about their insurance options than any of their predecessors. They are also computer savvy and are often involved in social media to keep in touch with other family members.
This gives insurance sales teams a new – and more promising – playing field when reaching out to seniors. There are several ways your sales agents can reach out to Baby Boomers.
1. Establish a Social Media Presence
In addition to your insurance company’s website, set up a business page on Facebook and create a Twitter account. Use these accounts to disseminate information about your company as well as any other insurance information you think might be of interest to senior Baby Boomers.
2. Create a Facebook Ad
When you create your ad, you can select the demographics you want to target. For instance, you can choose a region, age group, gender, or set of interests. This helps with your sales prospecting, because it means the ad will only be shown to those members who meet your pre-selected criteria.
3. Monitor Your Social Network Accounts
Check your social networking accounts at least twice a day, and make it a point to respond promptly and courteously to inquiries. All of the people who leave questions or comments on your site are insurance leads and should be treated as seriously as any other leads.
4. Offer Leads Several Different Ways to Contact You
Many people like to gather information online initially, but when the time comes to close the deal, they want to talk to a real human being. Make sure to list your company’s phone number, physical address, direct mail address, and email address so that your leads will have a choice.
With so many Baby Boomers involved in social networking, finding leads has never been easier for insurance companies. Make sure your company has a strong online presence so that leads will be able to reach out to you.