Make Immediate Contact
Even though the leads we provide to you are exclusive, it doesn't mean that the lead will stay warm forever. It's typically best to reach out as soon as the lead comes in, that way you can stop the prospect from shopping around. You want them to know that you are there to help and that you are on the case for them. Remember internet users are used to getting instant gratification online, so the faster you are able to get in touch, the happier they will be.
Stop the Shop
Typically online shoppers visit a number of sites before making a decision, so we have to challenge this mindset slightly. Commercial Insurance doesn't lend itself well to comparison shopping for a variety of reasons...most of which the average person has no idea about. As the prospects move through our site, we are priming them to be connected with the one expert agent that can best address their needs. Once the lead is generated and sold to you, it's up to you carry the torch from here and build the trust that prospect is looking for to 'Stop the Shop.'
Listen & Empathize
One of the basic keys to selling is listening. It's through listening that a healthy client relationship can be built. Many of the prospects need someone to listen to their needs and concerns before they are ready to entertain a hard sell. They may be in a bind and they want to make sure they explain what it is they need. The more successful agents understand that investing that little extra time up front listening and empathizing with prospects translates into trust, helps validate the agents expertise, and ultimately generates more business. Sometimes getting right to the point works, but other times it will take bit more effort to close the deal.
Be Patient, Be Organized, and Don't Forget to Follow Up!
Given that Commercial Insurance is bit more complex that say automobile or homeowners insurance, it will be difficult to close cases on the first phone call. Given this scenario, the best agents are patient but have a follow up plan. They set reminders to reach back out to prospects because they know that everyone gets busy...especially business owners. We offer notes and reminder tools within our Agent Interface to help with these things, and there are other lead management tools out there that can help keep you organized such as: Velocify (formerly Leads360), SalesExec, and Contactability. While many cases will close shortly after the lead comes in, the number of policies bound a few weeks to a few months after the lead comes in will surprise you. Following up with prospects that you have put out quotes to, but did not bind coverage immediately with can prove to be the difference between having a positive return on investment with your leads or not. Since you are paying for the leads, you should make every effort to close them down stream!