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Aged Insurance Lead Sales Prospecting Tips

Health, Life, & Auto Lead generation

Smart Ways to Maximize Your ROI with Insurance Leads

Troy Wilson Troy Wilson , 10/9/2012
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get-insurance-leadsInsurance leads are not inexpensive. If part of your sales prospecting plan is purchasing these leads, it's important to come up with some specific methods to maximize your return on investment, or ROI. These ideas will help.

Use Target Market Fillers


Think about your perfect insurance customer. Is it a first-time car owner, an experienced driver with a great record, or someone who's looking for the best deal possible after a couple of accidents? Where does the person live? What is his or her annual income? Will he or she be interested in bundling different insurance packages? Once you have an idea of what your perfect client looks like, you'll be able to use filters to ensure that the insurance leads you buy possess these characteristics.

Find Your Perfect Lead Volume


The first time you purchase leads, you may feel like a kid in a candy store, wanting to grab at anything you can afford. Fight that impulse. Instead, stop and think about the volume of leads your sales team can realistically handle. Remember that your sales staff is responsible for more tasks than just contacting new leads. They may also, for instance, be working to sell additional services to existing customers dealing with people brough in by advertising campaigns, or nurturing leads that have already come across their desk.

Getting an idea of your sales team's perfect volume will save you money, because it will allow you to avoid paying for leads that you will never use.

Don't Give Up!


Most companies who buy insurance leads as part of their sales prospecting end up with at least a few leads that fall through the cracks. If you find aged leads that may have been overlooked, don't discard them. Try to make contact instead to see if they are still interested in your services. Perhaps they signed up with one of your competitors, for instance, but have not been satisfied by the service. While it is true that aged leads convert at a lower rate than fresh leads do, you're guaranteed not to get any return on your investment unless you go to the trouble of contacting aged leads and offering your services.

Buying leads can be an important part of your sales strategy as long as you make plans to maximize your ROI. For the best sales prospecting, use target filters to find your perfect customers, make sure you don't buy more leads than the sales team can actually handle, and don't be shy about contacting leads that were overlooked the first time around.

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Categories: Health Insurance Lead Generation, Life Insurance Lead Generation, Selling, Prospecting
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