You know the sales are out there.

You've been using the internet to generate health insurance leads,

and your inbox has been filling up with prospects. But with those

extra leads, are you seeing extra profits?

 

If you're not closing those sales, your dollars are going to waste.

 

You've already got your sales process: now you need to successfully

streamline it to get your share of the fast-growing Internet market.

Here are the 7 essential strategies you need for quickly transforming

those online leads into real-life profits.

 

 

1. Make sure leads know who you are FIRST

Today’s consumers are using the internet to check multiple sites and

do their own comparison shopping. What does this mean for you?

It means your competition has just as much access to prospects as

you do.

Be the first one to make contact. You may not be the only agency

out there, but you can be the first one to call. It's vital you watch

your inbox like a hawk and are prepared to call leads immediately.

TIP: Enroll in an online marketing program that delivers leads

instantly after the quote is requested. This sets the stage for an online,

over the phone sale. No appointment necessary.

2. The perfect "pitch"

Put yourself in the prospect's shoes. After making initial contact,

building trust is crucial. Here’s a sample pitch:

"Hi, this is (your name) with (your company or domain name).

How are you today? I'm calling to follow up on your recent online

request for a health insurance quote. Health insurance can be a little

complicated, so I'd like to make sure you understand all your

options. If you'd like, I can guide you through the process today, or

just answer any questions you have."

3. Add value to your communications

Your prospects may not have time to talk on your first call, or you

might get voicemail. Be sure to leave a clear voicemail and send an

email with your contact information.

You should include your value proposition with each communication.

Take every opportunity to tell your prospects specifically how

you stand apart from other agencies.

TIP: Give prospects an incentive: tell them you're letting them in on

an exclusive deal or savings, and they might feel like they'll be missing

out by not buying from you.

4. Customize your pitch for all prospect types

Sometimes your inbox will be stuffed with Internet prospects, all in

a different stage of buying. Some are price shopping and "kicking

the tires." Some are urgent buyers, looking for a few quick answers

before getting down to the application.

Take time to understand each prospect and their buying timeframe

so you can prioritize your follow up.

If you have a website, direct your newsletter clicks to it and use

your database to re-generate leads. If someone buys a health policy,

send updates about other products you can cross-sell and give

incentives for them to refer friends and relatives to you. Save time

and energy by creating templates of emails for repeating situations.

TIP: Tire kickers can turn into buyers: send out periodic email

newsletters to keep your brand in mind.

5. Use Technology to Speed Up Sales

After you've begun gathering your prospect's info, email those rates

and plans immediately.

Try online services that allow you to instantly generate a proposal

for all the carriers you represent. You should be able to link into

provider networks to check doctor availability and access all carrier

brochures and applications.

Save time with programs that let your clients apply on-line or

download and print carrier applications with your agent information

pre-populated on the PDF.

Creating professional, information-loaded proposals quickly sets

you apart from your competition and gives your clients a positive

buying experience. You'll be making profits and saving valuable

time.

TIP: If your carriers have an electronic application, ensure your

sale by staying on the phone with the client until they have completed

the process.

6. Get Wired

Being on the internet means your agency will not open and close at

certain hours. If you are an independent agent and a frequent traveler,

consider investing in a portable device to check your email

(Blackberry, Palm, etc). You'll be able to access emails and contact

your leads from anywhere your travels take you.

7. Use Autoresponders

One of the most exciting and profitable lead technologies available

are email autoresponders. You can eliminate manual quoting by letting

the autoresponder program quote leads instantly from inside

emails. Prospects fill out a form on your website and are automatically

sent a quote. Some autoresponder programs can even follow

up with prospects for you by automatically sending customized

responses over time.

 

**Information obtained from ProspectZone.com. "Free White Papers".