How old is your agency website? Do you have a
website at all?
If your answers are anything besides “Not very” and “Yes!” then it’s time for you to get working on updating or creating an insurance agency website. And one that works. Close to 40% of individuals surveyed said they would stop engaging with a site they found unattractive. Studies show it takes less than half a second for users to form an opinion about a website, so you have little time to make the critical impression that will get peopleto stay.
If you’re like most independent insurance agencies,
you’ve got service down. Referrals are coming in thanks to your stellar
performance, but it’s still not enough to keep your pipeline flowing. You need
to invest in the right insurance systems and strategies to gain the leads you
need to grow. We’ve got you covered.
5 Steps to Gain Insurance Leads
Let’s start with the steps to take. Surprisingly,
it’s not as complicated as you’d think to put a lead generation and conversion
plan into place.
Get Data. Find out what your current customers are responding to, get to know what’s bringing in prospects, and have a place to store all of it. You can also leverage market research, conducting your own, or hiring an outside provider to get a pulse on what’s happening in your market.
Analyze Data. Use that data you’ve gathered to find out what’s working and what’s not. And, identify different prospect segments: look for groupings like lost opportunities, client proximity, or similar policy needs. Studies show marketers have seen up to a 760% increase in email revenue thanks to segmentation.
Create a plan. Now that you know what’s working and the groupings you need to target, define how you’ll do it. Establish targeted outreach campaigns for each segment, including a defined outreach script, cadence, and marketing content.
Ready your team. A plan is only as good as those who execute it. Help your team understand the how and why of your outreach strategy and assign producers to enact specific prospect segment strategies. Consider bringing in an experienced development team to train and coach your team as you start up: this defined, strategic methodology may be a new and uncomfortable approach at first.
Assess results and repeat. Keep track of how each element of your strategies are performing. Use quantitative data from stats like click-through or meeting set rates, but don’t make it your only source. Leverage your producers to get qualitative feedback on conversations and what prospects are saying. Keep tracking, recording, and analyzing your results, making adjustments along the way to continually improve performance.
The Top 3 Insurance Systems You Need to Gain Leads
So, you need to track, store, and analyze data –
but where? With what? How? There are three systems you need to gain the necessary
data and sales insights.
Marketing Automation. Designed to
streamline and automate marketing tasks, marketing automation helps you create
and implement targeted outreach campaigns and track results.
Customer Relationship Management system
(CRM). CRMs bring together the quantitative and qualitative data you need
in a one-stop-shop for your prospect information. Leverage a CRM to implement
targeted outreach strategy and record detailed data on outcomes. And, a CRM
keeps you on track with maintaining outreach through reminders and updates.
Integrated
communication tools. Specifically, integrated texting and email tools. With
integrated communication tools, you’re guaranteed to capture every conversation
in your CRM for easy reference and data analysis.
Get the Sales Tools You Need from Partner Platform
We’ve brought all the sales tools your agency needs
to one system with Partner Platform. Our Partner XL sales and marketing system
brings our Marketing
Automation Manager and Producer
Results Manager CRM together in one system, so you don’t need to import and
export management system data for sales. And, our integrated
email and texting sync all your communications in one place.
Beyond these tools, Partner Platform comes
equipped with top-of-the-line reporting
and analytics, customized for the insurance agency, and targeted
system training to help get you up and running.
Discover how the Partner Platform system and the team can work for you. Get in touch at [email protected] or 800.747.7005, Option 6, to find out more.
PwC’s
U.S. CFO Pulse Survey, its sixth since the onset of the COVID-19 pandemic, found
54% of CFOs plan to make remote work a permanent option, 1/3rd plan
to invest in better tech-driven products and services, and 63% plan to change
their products and services as a response to the coronavirus pandemic. Agency
owners face similar decisions as they continue to navigate how to handle
shifting priorities, keeping customers and employees safe while looking out for
their bottom line.
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