Precise Leads

Posts Tagged ‘tips’

Top mistakes to avoid when buying insurance leads. Number 7: Limiting yourself to one partner

Monday, February 9th, 2009

Are you putting all your eggs in one basket?

This may sound surprising coming from the website of a lead company, but we think the best advice is to use multiple lead sources.  Spread your marketing dollars around.  This will enable you to cast a wide net for more consumers, while at the same time making sure you are getting the best leads.  Sure, not every company is created equal, but you will quickly know which partners are better at certain things.

In addition, remember to use all the traditional resources at your disposal.  Mailers, email, yellow pages, networking, thank you notes, flyers, etc. are all still important tools for gaining customers and growing your business.

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Posted in health insurance leads, insurance leads, medicare leads | No Comments »

Top mistakes to avoid when buying insurance leads. Number 8: Choosing the wrong lead company

Monday, January 19th, 2009

Pick your partners wisely:

This goes without saying, but not all lead generation companies are created equal. To put it in even simpler terms, some companies, just like people in general, do the right thing, and some do not. Here we are referring to so-called “incentivized leads.”  This is the process of offering a consumer a prize or reward in exchange for the completion of a form or many forms.  The classic examples are of the “Win a Free iPod” or flat-screen TV variety.  In order to win the prize, the person is required to fill out form after form until they are presumably “entered” into the drawing to possibly win.

The problem occurs when a lead company puts their form in this incentivized “path.” The consumer completes the form, an insurance agent receives this “lead” and contacts them, and the person says something like, “I only gave my information to win an iPod.”  This is the definition of a bad lead.  Now, some businesses can utilize this advertising channel, and it could be successful in a brand awareness sort of way.  However, these leads are worthless to an insurance agent.

It should not be difficult to find a lead company who knows enough to not market to consumers in this manner. However, there are some companies who either do not know better, or are just starting out, or have new ownership/management, etc, and they may utilize this method to generate a high volume of low quality leads.

Another thing to realize is that marketing across many channels sometimes creates the situation where even a reputable company receives this kind of lead from an affiliate company or individual. A good company will cut off the supplier of the bad lead instantly, so be sure to stay in contact with your providers and let them know if you suspect one of these leads reached you.

Our advice is to seek established and reputable companies to partner with. Lead companies with established good business practices and a sizable marketing budget, can afford to market correctly for insurance referrals.

Stay tuned for more tips…

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Posted in health insurance leads, insurance leads | No Comments »

Top mistakes to avoid when buying insurance leads. Number 9: Pushing Too Hard

Friday, January 16th, 2009

Pushing too hard?

In the second installment of this thread (that is in no particular order) we will touch upon phone etiquette when calling consumers who could be considered “internet leads.”

Keep in mind, that people who receive calls at home (even when they requested it) are sometimes on the defensive. Not to overstate the obvious, but its always best to be pleasant and courteous. A customer who is at ease should be more open to what you have to say.  There is a possibility that they have visited a few websites in their online shopping adventure, and they may have filled out a few forms. So, they might even be exasperated after receiving a couple of phone calls.  Remember, not every salesperson is polite, it’s good to separate yourself from the pack.

Also, try not to get hung-up on how they found you or how you found them. Simply offer your services in the best way you know how. Remember that every contact with a health insurance consumer is valuable.  Ask permission to send them some information – even if that is as far as you get in the initial call, thats not too bad at all.

Lastly, be ready by practicing your “pitch” beforehand. And while you are at it, try to go beyond the pitch.  Remember the old rule of sales to “ask open ended questions.”  How else can you help someone without finding out what THEY need?  Be prepared to close a deal AND follow up.  Remember, leads are leads, not closed deals.

Good luck out there and stay tuned…

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Posted in health insurance leads, insurance leads | No Comments »

Top mistakes to avoid when buying insurance leads. Number 10: Flying Blind

Tuesday, January 13th, 2009

Flying blind.

If you are going to invest marketing dollars, you should know exactly how online leads work, and just as important, how they can work for you. Its a fairly simple process and knowing the process helps you approach a consumer in the correct way. This, of course, will help you close deals and expand your referral base.  Search out the online resources available to you and be sure to read the FAQ and other tips on our website.

Here is a crash-course in internet leads:

A lead generation company markets to consumers.  Types of advertising include text ads on search engines (Google, Yahoo, MSN, etc), banner ads on major websites, email marketing campaigns, and more.  So for example, a consumer goes to Google, types in “health insurance in Arizona,” and then finds a website that offers to connect them with an insurance agent or representative.  After entering some contact information and requesting to be contacted, the “lead” is sent to the agent.  The agent then contacts the consumer.

It’s that simple.  So the next step is knowing how to approach this specific type of consumer.  They did not necessarily knock on the door of your office ready to buy, rather, they are “shopping” online and should be treated accordingly.  Consider a tact such as, “Hi, we just got your online inquiry for insurance.  I’m here to let you know what we have to offer and to see if these plans are right for you.”  Ideally the person is receptive and ultimately will agree to a meeting or perhaps sign up right away.

However, some may be surprised by the call, or calls, they receive. Some may not be ready to buy or even speak at that very moment. Others, may be downright rude and totally unwilling to speak at all.  At this point you will of course utilize all the best practices and sales tools you have honed throughout your career.  As you already know, a bad start can often be turned around with respect and a willingness to do a little extra work.  For example, a follow-up email to a seemingly lost cause may in fact re-open the opportunity.  Because the person really was looking for information, and you can provide it to them.

The positive thing to remember is that when using a reputable lead company, you will be able to speak to consumers who are interested in your services.  Understanding the process and having the right expectations is the first step to success.  Good luck and stay tuned for more tips.

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Posted in insurance leads | No Comments »

Mistakes to avoid when buying insurance leads.

Sunday, January 11th, 2009

In the coming days we will attempt to pass along what we think are common mistakes agents make when buying what many refer to as “internet leads.”  Think of them as general info and tips to avoid the pitfalls we have seen some people fall into.  They are in no particular order and the list will by no means be exhaustive.

Please feel free to comment to add your voice and wisdom to the discussion.  Whether you are new to buying leads or very experienced, we hope this will be a helpful resource.

Thank you and stay tuned…

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Posted in insurance leads | No Comments »