Business Insurance Leads
I worked in commission-based sales for nearly four years, and I can tell you that the single biggest lesson I learned was this: your success in sales depends more on the quality of the leads you’re calling than anything else. Yes, cold calling and other prospecting methods work and can produce results, but you’ll never experience a close ratio higher than when you’re working with prospects who sought YOU out, instead of you chasing them. That’s why every insurance agent should be working the best possible business insurance leads they can find.
But what makes a good lead? There is plenty of junk out there. You’ll find plenty of companies looking to sell you lists of names, phone numbers, and addresses – trying to pass them off as ‘qualified leads.’ Yeah, right. If you’re going to pay for contact information you better be sure it has a few characteristics.
First of all, qualified business insurance leads involve a business owner actually going online and filling out a quote request or request for more information. This request should include their submisison of some key information, including (of course) their name, their business name, the nature of their business, how long they’ve been in business, their total annual sales, number of employees, and why they’re seeking insurance. Any career sales professional would die to get their hands on a lead with that much information provided.
Another important aspect of buying leads for business insurance is knowing how many time those names and phone numbers will be sold to other agents. In a perfect world you’d be the only one paying for that lead, and the only one calling it. That’s just not the case. Most leads will be sold at least two or three times, and you should be wary of any lead provider who sells them more than that.
One decision you’ll have to make as an agent is whether to chase the ‘whales’ or the ‘minnows.’ Meaning, are you going to try to close just a couple of policies per month on bigger businesses, or will play more of a volume game and try to sell smaller policies to lots of small businesses. I can’t say there’s a right or wrong way to go about this, but I do believe that specializing in either large or small business service will improve your chances of success.
If you choose to go the smaller route, be very careful about buying small business insurance leads, as those are the type most likely to attract shady lead providers who want to sell you rehash mailing lists and pass them off as the real thing.
More posts on this subject:
Related posts:
- The Selection of Business Insurance Leads
- Long Term Care Insurance Leads
- Finding Auto Insurance Leads
- Business Liability Insurance Quote
- Liability Insurance for Small Business
Tags: business insurance leads, Insurance Leads, insurance leads for business, small business insurance leads
