Winning Back Unsold Insurance Leads For Your Agency
If you’re excited about getting as many new leads as you can, you’re definitely not alone. As an agent, getting fresh data and leads can seem like you’re sitting on top of a ton of untapped potential.
“For many agencies, they invest and they want to get new leads coming in, but we have some great databases that just need a little nurturing. “
But what is happening to all of those new leads? If there’s no defined sales process at your agency, which you can use to repeatedly turn leads into sales, you may be wasting these valuable unsold quotes. As we say, there’s no sense in setting more at the top, if it’s just going to fall out the sides. If a lot of your new leads aren’t turning into sales, we do have some good news for you: it’s very possible to win back unsold quotes, they just need a little nurturing.
Think about it this way: if we told you that we have a list of your competition’s unsold leads, with all of the information you would need, what would you pay for it? You have this at your own agency, and it’s very likely agents just aren’t maximizing this list.
Here’s how you can tap into that valuable list of data, win back unsold quotes, and ultimately become a Ridiculously Amazing Agent in 2021.
1. Nurture your unsold quotes
When a lead doesn’t sell, there are steps you can take to potentially nurture it. This might be as simple as monthly touchpoints, such as wishing them a happy Valentine’s Day, or sending them a reminder to change their smoke detector. Our goal here is to stay far from typical sales behavior, when we only come to a client when we need something, and instead take steps to nurture our unsold quotes for the long haul.
2. Enter them into an active sales cycle
After you’ve nurtured your unsold quotes, you can put them into an active sales cycle again, usually 60 days before renewal. At this point, you want to call them, email them, or even send them voice notes, which can be a very effective sales technique. At this point, you’ll have had plenty of contact with your leads, and you’ll know their record, history, and specific needs.
3. Go above and beyond
When you have your unsold quotes in an active sales cycle, you want to pull out all the stops. Here’s our pro tip: you can even take it a step further by sending a quote in the mail. You may be wondering who has time to do that, but we suggest that you don’t do it for everybody, maybe just top-tier unsold quotes you want to win back.
If you know a lead is great for your agency, it’s worth nurturing it and going the extra mile, instead of taking a chance on a new lead who you don’t know. If you need help developing your sales process, we have you covered in our APPX Sales Online Training Course. If your agency has 10 or more people in the small commercial and personal lines, we have our Agency Performance Program, where we can actually install a sales process with you.
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