The internet lead Process
- This person most likely typed “business insurance” in Google or some other search engine.
- They arrive at a website that gives the appearance that an instant quote is available after only a few keystrokes.
- They spend about five or ten minutes (which seems life an hour) typing in the information about their business.
- At the end of the questionnaire, they are asked to provide their contact information.
- The prospect decides against the contact information and attempts to go forward in the quote but cannot.
- The prospect is now getting a little frustrated. They just wanted a quote, what difference does their email address make?
- The prospect then concedes to the program and enters his or her email address and phone number while assuming that the quote will pop on the next screen.
- Damn! This is when he or she is notified that the smartest agents in the world will be calling to provide the greatest quote in the world.
Now then, when we consider items I through 8 just took place, and that this prospect has been tricked into receiving at least five phone calls or fifteen emails, what frame of mind would you expect when they answer your phone call.
You must overcome
This is where the salespeople get separated from the quote makers. The great salesperson will understand and expect that the prospect is going to be a little disappointed when they answer the phone, and you can expect to hear some sighing. The last thing that should happen next is asking the same questions that they just reluctantly answered on the online questionnaire. The best thing to do is use your terrific personality to let them know that you care, and you just want to understand their business so you can get the best value possible for them. Notice I said “value” not “price”. Tell them that you want to go to work for them and offer the best solution available. Use your rapport-building skills to make a new friend that doesn’t mind talking insurance with you and then, and only then, will you convert your new friend to a client.
Embrace the Difficulty
Accepting that the process is going to be difficult for you and your prospect is a big step in understanding the process of converting leads into sales. This means that your frame of mind cannot be as negative as your prospect. This means that you understand if this were easy, everyone would succeed doing it, and your manager would just hire people to quote, not to talk. You know that being the best means earning the best and that is probably the reason you take the time to search blogs for tips that will help you be a winner.