Internet leads are a very available and cost effective way to increase your insurance sales, but many agents do not like them. I have had success with leads which are developed when potential clients fill out forms from internet sites in order to gather competitive price quotes for life insurance, health insurance, car insurance, or other products. After all, my potential client has already taken the time to fill out a detailed form, and that indicates interest! Secondly, I should have enough information from the form in order to develop a proposal before I ever speak to them!
Internet Insurance Leads Like the Internet!
I think the reason that many insurance agents do not like this type of lead is because they try to work them as if they came from more traditional sources like newspaper ads or the yellow pages. Even though I would advise an agent to contact the customer over the phone, I would also tell them not to be put off if the customer is not that interested in having a phone conversation at the time I call. The reason they filled out a form on the internet is because they are probably expected to get information the same way!
If the customer does not want to talk, I make sure I have an email address and ask them if they'd like a proposal delivered that way. They almost always prefer this. And they may be shopping around, but that's ok, because I have done my homework, understand my competition, and know how to make my presentation. If possible, I direct them to my website (sort of a super – business card!), And other online resources which back up my products. Then I give them a short summary of the products I sell, along with ballpark price quotes, and a short introduction.
A week or two may pass, but a lot of them do call me back. After all, they were shopping for insurance, and now they've found an attractive product which they are ready to discuss. When they call me back, it's great, and almost always a quick sale. If I do not hear back in a week, I do follow up with a phone call. But this time, I get a better reception because – after all – we're old email buddies now!
To summarize, do not be afraid to email internet lead clients. This type of client tends to be better educated and more affluent so they are great prospects, but they also tend to do more research. I need to be aware of the competition and be able to present my solutions in a positive light. I do not pressure them, and am happy to provide information online. Obviously this type of prospect is happy with online information!