Don’t forget the CTA: Every message should contain a call to action, a motivating message that prompts people to take action and perform a specific action. Every interaction should have a CTA, even if it’s: “wait for my holiday card” or “I look forward to talking to you next year during AEP when we can compare your options again.” Adding a CTA means you are in charge of the prospecting client relationship.
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Offer Multiple Sign - Ups: Be flexible with other prospects’ processes for how they approach your recommendations. Some people aren’t comfortable enrolling over the phone, maybe they need a paper application. Some might need to see a genuine face. Offering multiple ways to sign up or enroll in a plan can go a long way to minimizing the chances of someone walking away from a sale you put together because they didn’t like your process for enrollment.
Interlink Your Webpages: If you have pages on your website and blog referencing similar topics, they should be interlinking between each other to not only reference pertinent information, but to also let the search engines know what is valuable content that’s link - worthy on your site. The more internal links to a page you have on your site, the better it will rank. Traditionally, that means linking to a quote page or some other type of conversion page on your site.
Of course, not all shared internet leads are bad. You could get lucky and find a geographic “diamond in the rough” where there’s not much competition for leads, allowing you to achieve a profitable ROI. The thing is, you won’t know until you try, so here are five “free” or discounted internet lead opportunities you can find with a quick search online:
Hiring an expert is the way to go if you want to do this fast and effectively. In the long run, new clients are worth more than what you have to pay to get help finding them. You’ll make far more money on one turned lead than you will spend on getting someone to help you get that lead. If that’s not the case for you, however, then things may need to change a little. You’ll want to go do some looking at reviews for various lead generation companies to see what they can help you with and if they are worth your time to work with.
Share Apps & Calcs: Want to be considered a resource? Share calculators and apps that help consumers. For Medicare agents, this means sharing the doc finder on Medicare.gov that tells consumers if their doctors accept assignment. Final Expense agents might share credit card calculators that show consumers how long it takes to pay off funeral expenses. The more consumers utilize these tools, the closer they are to addressing their needs by considering a new or different insurance plan from you.
Offer Multiple Sign - Ups: Be flexible with other prospects’ processes for how they approach your recommendations. Some people aren’t comfortable enrolling over the phone, maybe they need a paper application. Some might need to see a genuine face. Offering multiple ways to sign up or enroll in a plan can go a long way to minimizing the chances of someone walking away from a sale you put together because they didn’t like your process for enrollment.
Twitter: As with Facebook, you can search Twitter for phrases people would use if they were talking about insurance, like “Medicare plan,” “Medicare season,” “Obamacare,” or “premiums.” The idea is to catch someone griping on social media about an experience they had or a bill they received, and then come to their rescue and open a dialogue to see if they need any recommendations.
Include a FAQ On Your Site: When designing landing pages for the various products and services you offer, consider the top 10 most common questions a consumer might have before making a decision to buy or opt - in. This way, visitors don’t have to go to another website to look for more information; they can just peruse the answers to their questions without leaving your page.
Finally, copy the appropriate information into whatever type of format you have decided to use to organize your leads. If you are using a computer to gather leads, then you may be able to copy and paste the information right from the website. Otherwise, you'll need to go old-school and hand write the information and then input it into your computer.
Host Webinars: Webinars are a non - aggressive way to prospect for potential leads. Webinars usually revolve around PowerPoint presentations that educate consumers on various problem - solution scenarios for specific insurance - related issues or questions. Don’t worry about gathering attendees for a live, one - time presentation; just offer downloads of previously - recorded webinars to explain topics in more depth. This not only helps your search engine rankings, but may help convert people who need a little more information before making a decision.
Ask People If They Are Happy: Simply ask prospects if they are truly happy with their insurance plan. Even if they say they are (because no one likes to admit they made a mistake in choosing a bad plan), ask people how they would improve their plan or the service offered by their current agent, if they could. This will give you what Randy Schwantz refers to as a wedge, allowing you to wedge in between prospects and their current provider to offer better service or plan alternatives.
Start a Facebook Group: Start a Facebook group for seniors in your area where people can share helpful resources with each other. You shouldn’t directly solicit quotes here, but if you can be persistent in finding and creating helpful content, you can create a resource hub that will eventually lead members back to your site to learn more. By using Facebook’s targeting options, you can expand your brand into the local area. Who knows—someone in the group might recognize your name when your next marketing campaign hits, and be more susceptible to take a call or meeting with you.
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I promise, if you go through these free tutorial videos, you’ll have a phenomenal website up and running that looks great on all devices. The search engines will love your site, people will love your site, and you will be up and running sooner than you think. Honestly, creating a website is easy these days. It’s even easier when you use tutorial videos like these. Everything from setting up website hosting to making sure you rank well in search engines is covered, so if you don’t know how to build a website, head on over and get it set up now.
Rank for Buying Keywords: We’ve already mentioned the importance of tailoring your content to prospects in various stages of the sales cycle, and especially those who are ready to compare options and buy. To catch these leads while they’re hot (and hopefully convert them into clients), you can target “buying” keywords that searchers use when they have an intent to buy. These often emphasize plan comparisons and prices, and some examples include “best Medicare Supplement Plan F rates” or “compare Pennsylvania Medicare Supplement plans.”
If an agent isn’t spending money to pay for leads (or giving up something else in exchange for them), then he’s spending time generating leads, instead. It’s no secret in the industry that when you’re starting out (or you’re in a slump), if you have more time than money and can’t afford to pay for a full pipeline of leads, then you should prospect with your time to generate leads to fill your pipeline.
Offer Combo Products: Thanks to the current state of our groggy economy, Americans just don’t have the purchasing power they once did. Solving individual problems through separate policies may be too costly and confusing (like having both a long - term care plan and a life insurance plan, or having a Medicare Supplement plan and a separate Part D plan). To simplify options and conserve funds, consider offering products that solve multiple problems at once. This also makes the policy tougher to get rid of if it solves multiple issues for a prospect.
Bare - minimum customer service may not be enough to earn the referral, though, so an agent has to make himself referable. If you have business cards, a nice website, and a brochure, you make it easier for clients to refer you to someone else. But to make yourself referable, you have to consistently deliver great service—showing up on time, calling back when you say you will, staying in touch once or twice a year with a phone call a birthday card (did we mention SendOutCards?)
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