3 Mistakes to Avoid When Contacting Insurance Leads
Posted by Tom Carolan on Thu, Dec 15, 2011 @ 10:19 AM
Success With Insurance Leads
When you have your newly purchased insurance leads in hand, you may feel anxious about contacting them. After all, you paid for these leads and you don't want to blow it with the first phone call or e-mail. Your best strategy is to consider this time of contacting your insurance leads as the ultimate insurance marketing task, so put your best face forward, prepare yourself with all of the information and knowledge you need, and make the contact. Also, to avoid a worst case scenario, consider these three common mistakes you can avoid when contacting insurance leads:
Insurance Leads Mistake #1 Defensiveness
Maybe your offer has been rejected many times and you are feeling discouraged. Consider this new lead as a fresh start. Put all of the rejections out of your mind and replace it with positivity. Do a little positive self-talk: you know you have a great product to offer, and there are prospects out there who need what you have, so there is no reason to be discouraged.
Rejection doesn't mean the end of your business, or even that you are selling incorrectly; it just means you have to keep moving forward, fine-tuning your methods until you get it right. Rinse and repeat (and keep it positive).
Insurance Leads Mistake #2 Mud-Slinging
Sure, you may know the competitors and may even believe the competitors are not great insurance agents. Or you may know some dirt on them that you would love to share with prospects to turn them off from purchasing from the competition. Don't do it. Mud-slinging typically does more damage to the one slinging the mud, because the prospect will begin to see you in a negative light.
Instead, focus all of your energy on sharing the solution you can provide to meet the prospects' needs. You have what they need, so there's no reason to mention the competition. Keep the focus on your business and your pitch and how it can benefit the lead.
Insurance Leads Mistake #3 Boasting and Advertising
Leave the advertisement messages to your print ads. When it is time to contact a lead, you want to be solution-focused and customer-focused. Avoid listing the sales awards you've received or how great your business is, and instead identify what the prospect's need is and then show how your product can meet their needs specifically.
Customers will always have this very simple mentality: "What's in it for me?" Because this is what they are thinking during your phone call or when they read your e-mails, you want to deliver the answer clearly by showing how you can meet their needs for insurance.
By avoiding these common mistakes of insurance agents, you can deliver your pitch in a way that will be most powerful and compelling for your insurance leads. They will be able to see you are a true professional who understands where they are coming from and you will instill in them a belief that you can come through with the insurance product they've been seeking.
About ParasolLeads
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