Turning Those Leads into Successful Policies

So you’ve bought some good leads online – now what? At NetQuote, we’re not just about selling you great leads. We also want them to work and grow your business. See how many agents are successfully closing NetQuote leads by following these proven sales tips.

Sales Tips for Closing Leads

•   Call the Lead ASAP

• Call as soon as you open the lead. Don’t wait. Remember, our leads are provided real–time, so they’re ready to buy. Getting in the door and introducing yourself is key!
• Call both home and work numbers. If the consumer provided both it’s assumed you’ll contact them at work if you don’t reach them at home.
• If you get a voicemail, leave a message with your contact information. Don’t provide a quote by voicemail.
• Avoid asking for sensitive information in a voicemail or email. Gain their trust in a conversation before asking for personal info like SSN, driver’s license, date of birth, etc...

•   E-Mail After the Call

• Follow up very phone call with an e-mail.. It’s important to stay in front of the consumer through multiple methods.
• Use your e-mail as a selling tool. Let them know you have a competitive price and look forward to speaking with them. Request a good time and number to call to review their options.
• Use the "open-ended" questions (i.e. "I see you’re a homeowner–we can offer up to ___% discount. Would you be interested in this option?). These types of questions help get your lead to respond.

•   Sell Your Presence–Not the Price

• Don’t make it about price. Contrary to popular belief, most consumers will not make a decision based on price. Most consumers want to know their best interests areprotected and will appreciate a consultative approach.
• While the consumer may have started online, most prefer an agent with a local presence. Mention the street or area where you’re located to let them know you’re their neighbor.

•   Don’t "Give Away the Farm"

• Don’t give a quote over voicemail or e–mail. Dangle the carrot by enticing them to call you back and review your money–saving quote instead.
• Successful agents will send a quote only after several phone and e–mail attempts have gone unanswered.

•   Be A Consultant–Not A Salesperson

• Consumers need an agent to help fit their insurance to their needs. Let them know if they need more or less coverage based on the information they provided on the quote. You are the expert!
• The consumer sometimes fills out the application incorrectly, so don’t get hung up by what you see. Have a conversation to see where they can fit in your book. You never know who owns a home, needs life insurance, etc.–and the next thing you know, you have five policies in one house.

•   Be Persistent

• Try all forms of contact information multiple times (work, home and cell numbers, e-mail, etc.).
• Don’t take silence as an answer. Many sales come weeks after the consumer has been silent. Come up with a standard e–mail template and send it every few days. Stay in front of the consumer.
• Direct Mail and traditional mailers have also been successful for many agents.
• If the consumer doesn–t seem interested at this time, the expiration of their current insurance to call upon renewal.

Talking the Talk–Some Sample Scripts

SALESTIP: Instead of asking the consumer, "Did you want a quote for auto or homeowner insurance?" take the consultative approach and offer both.

Opening Sales Pitch:

"Hello my name is ______ with ______ and I received your request for _______(i.e. auto) insurance from NetQuote. I would like to review your current policy in order to give you the best coverage for your money."

Voice Mail Scripts:

When leaving a voice mail, make sure you leave contact information and mention you will follow up with an e–mail. Mention they can expect excellent customer service from your local agency or point out features of your product or agency that stands out compared to other companies.

"Ask me how you can save an additional 15% off your auto insurance." "In order to ensure that I have provided the maximum eligible discounts, please reply or call me at _____________ to confirm the information I have received. All it takes is a few minutes and I will have a competitive ________ quote for you."

Check Out These Other Helpful Sales Tools:

Contact NetQuote at 1–800–795–2886 to learn more about our partnerships with lead management and rating systems including:

EZLynx        Hawksoft        FSC        ACS        NetLead
Norvax        AMS        Setwrite

NetQuote s management team has over 100 years of combined experience as agents themselves, which means they know what it takes to be successful. You’re always welcome to call us for a portfolio review or to get more sales tips on how to grow your business and close online leads. Contact NetQuote at 1-800-795-2886 (x210) to learn more.