Are Internet Leads Bad?
Well, we think internet leads for sales agents are great, but we also know that they must be used differently than other types of leads. If you have leads from a direct mail campaign or newspaper advertisement where people must call in, than those people certainly expect a phone call! However, many prospects who fill out a quote form over the internet really prefer to have contact made the same way that they initiated it – online!
Certainly, you should call those leads right away, and many prospects will be receptive to a friendly phone call. However, some of them may not be in the mood to talk at the moment, and they may still be looking for information. Of course, your optimum outcome would be to set an appointment right away, and then head on over to sell them an insurance policy. However, you may be pleased to realize that you can handle these prospects in a different way that will work out for everybody better.
Can You Mail Out or Send An Internet Link.
If your prospect tells you that they are too busy with work or family to talk right now, they very well could be telling you the truth! Let them know that you value their time, and their business. Set your goal towards grabbing an email address and ask them if you could send them more information. Now, instead of calling on a non-receptive lead, you have just added another name to your email campaign!
Get as much information as you can and go ahead and send them out a quote, either through email, fax, or mail. Then make sure you keep a constant drip of contact going. Contact them enough so they remember you, but not so much that you are obnoxious. Send out informative information, and offer them the chance to request more quotes and plan details.
You will find that a large percentage of the prospects you thought were dead ends, do remember you in a few days or a few weeks, and that’s when they call you! Now you are already acquaintances. You can approach your sale from a much more comfortable position now. Believe me, most prospects will appreciate an insurance agent who is willing to meet them on their terms and sell at their convenience.
Why Drive All Over Town
Internet products that you can sell over the internet, through the mail, or with fax exchanges are very well suited towards the type of clients you find online! They filled out internet quote forms because they do not have an insurance agent, or because they are unhappy with the products they have. Connect with them, and let them know you would like to serve them in a convenient way!
Of course, this type of service will be convenient for you too! Instead of driving miles to meet with clients that may not close, or may not get accepted by an insurance company, you can serve many more clients from the comfort of your home or office. It saves on gas money too!