Time to Pick Up Your Prospecting Pace

September 20, 2012

insurance-leads-prospectsCan you believe there are only about three months left in 2012? If you’ve had a good year – or even if you haven’t – you may be tempted to just coast out the last few weeks and get a new start in 2013. Now, though, is not the time to rest. It’s the time to push yourself as hard as you can and finish the year on a strong note.

Why the End of the Year is Important

The end of the year is important because that is when many people make decisions about their insurance coverage. A company responsible for insuring its employees, for instance, may want to look into options for more affordable group coverage, or a man who’s had a couple of traffic stops and believes he’s paying too much for auto insurance may want to start out the year with a different policy. That means there are a lot of prospects out there just waiting for your call!

Sales Prospecting

The key to getting new clients is letting them know about your agency and the services it offers. Sales prospecting may mean attending networking events and giving your card out to anyone who expresses interest. You may also consider taking a prominent role in community services such as a food drive or a winter craft show to raise money for children in need. Providing such a service can provide many opportunities for free advertising.

 

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Turn Cold Calling into Warm Calling

Try to set aside a few minutes to research a company before you start cold calling. The more you know about their current financial situation and their insurance needs, the better. For instance, imagine how impressive you will sound if you say, “I realize your current needs are being met by Company X, and I wanted to let you know that we can match the benefits they offer at much lower premiums.”

Consider Lead Buying

There are two types of insurance leads you can buy: new leads and aged leads. The benefit of new leads is that they represent “hot” prospects interested in making an immediate purchase. The drawbacks are that you must reach out to new leads quickly in order to maximize your chances of making a sale.

You can also try aged lead buying. The benefits of aged leads are that they are less expensive, do not require immediate contact and can, with nurturing, become loyal customers. The drawback is that aged leads have lower conversion rates than new leads.

If you watched the Summer Olympics this year, you probably heard the track and field announcers talking about the final “kick,” the burst of energy runners put forth to finish a race strongly. Think of the last quarter of the year as your final kick. Pick up your sales prospecting, cold calling, and lead buying, and finish the year with a sales record you can take pride in.

About Troy Wilson