subject: Working on Internet Insurance Sales Leads [print this page] Working on Internet Insurance Sales Leads
Internet insurance sales leads are great, but we also know that they must be used differently than other types of insurance leads. If you have leads from a direct mail campaign or newspaper advertisement where people must call in, then those people certainly expect a phone call. However, many prospects, who fill out a quote form over the internet really prefer to have contact made the same way that they initiated it online.
Certainly, you should call those leads right away, and many prospects will be receptive to a friendly phone call. However, some of them may not be in the mood to talk now, and they may still be looking for information. Of course, your optimum outcome would be to set an appointment right away, and then head on over to sell them an insurance policy. However, you may be pleased to realize that you can handle these prospects in a different way that will work out better for everybody.
If your prospect tells you that they are too busy with work or family to talk right now, they very well could be telling you the truth. Let them know that you value their time, and their business. Set your goal towards grabbing an email address and ask them if you could send them more information. Now, instead of calling on a non-receptive lead, you just have added another name to your email campaign.
Get as much information as you can. Go ahead and send them out a quote, either through email, fax, or postal mail. Make sure you keep a constant drip of contact going. Get in touch with them often enough so they remember you, but not so much that they find you obnoxious. Send out educational information, and offer them the chance to request more quotes and plan details.
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