Have you ever wondered how insurance companies and agencies get leads? It seems that professionals in the insurance industry know where to look for new customers, people actually interested in purchasing a policy. In this article, we wanted to show you where insurance leads come from to help companies and agencies build a stronger, more profitable customer base.
Many insurance leads come from word of mouth. If a policyholder were happy with the service and insurance coverage from a specific insurance company or agency, anytime a friend, family member, neighbor, or co-worker wants to know where they too can get good coverage, the policyholder would provide a referral. Because insurance leads in the form of work of mouth are so powerful, this is incentive for agents and brokers to do an amazing job so current policyholders want to tell other people about the great support they receive.
Insurance leads also come from marketing firms or data collectors that have the job of finding and then selling leads. Typically, these leads come from people that conduct searches online. For instance, if someone were shopping for anything online, whether pet food, clothing, automobile parts, etc, they could easily visit a site that at the bottom of the page in very small print is an “opt out” option. This usually a very small box that the person would need to check to avoid his or her name and email address from being sold or shared. Data collectors will pull information together for people who failed to “opt out”, sort it by the type of search the person performed, and then sell or share it.
Now, along with an “opt out” option, there is also an “opt in” option. In this case, if someone were looking at different types of insurance online and they found a website that offered great information, the person might choose to check the box or provide contact information to receive a weekly newsletter or special offers. Usually, obtaining insurance leads from an “opt in” option would be more targeted although some data collection companies will still pull information from all searches, again sorting and selling or sharing.
Of course, insurance leads can also come from traditional marketing campaigns. This would include television or radio advertising, magazine advertisement, fliers, mail out brochures, and so on. However, a more effective means of coming up with insurance leads would be with email newsletters, articles, blogs, eBooks, and now, the new technology of mobile advertising, which includes ads sent to a targeted group of people via a mobile device.
Even setting up a professional website that includes surveys or questionnaires would be a method for securing insurance leads. The challenge is that for every 100 potential customers, an insurance company or agency may sell one policy. In other words, while insurance leads are a part of the business, it takes a lot of hard work and dedication to build a strong customer base and even more hard work and dedication to maintain every new customer.
Finally, networking is a great way of getting insurance leads. In this case, affiliate programs or networking systems would be established among professionals in the insurance industry. If an insurance company only sells policies for health but they have a client that needs life insurance, they would recommend a specific insurance company they had partnered with and vice versa.
No comments:
Post a Comment