Lead generation and management are an ‘essential’ itinerary for any modern-day insurance company. More so is the case of tracking and follow-up on prospects in today’s competitive business landscape and an omni-curious customer.
A LinkedIn marketing survey quotes that for 68% of Insurance agents their top marketing concern was increasing the quality of their leads. The second-highest was improving lead volume, at 55%. A study by Madison Logic pegged the cost per qualified leads at upwards of $35 (₹ 2,500). It is even more dearer for financial sector like insurance. And to build a qualified Sales Pipeline for increased policy sales, a right lead management tool is vital. Find below steps of an effective Sales Discipline for improved conversions.
CAPTURE YOUR LEADS QUICKER; FROM MULTIPLE SOURCES
With so much of focus and requirement for lead capture, relying exclusively on internet leads for your marketing strategy is like putting all your money in one stock. Business development teams look to as many channels and sources for capture of leads. World-over there is intent to diversify on sourcing and marketing channels for lead capture and conversion.
QUALIFY YOUR LEADS BETTER; THROUGH SMART GRADING
Qualifying a lead based on the source of capture helps you connect faster with the target group. Consider the cases of sourcing the lead from a third-party vendor, a tradeshow visitor, a one-to-one dinner meet, a referral, or an inquiry from your website. Each of the source and the individual has to be addressed differently for better engagement.
DISTRIBUTE YOUR LEADS SMARTER; BY SMART LEAD SCORING
Does your company follow a round robin format for allocating leads within the sales team? Split the leads according to lead score/grade and allocate them to the person most likely to close sales. Grade and nurture leads based on follow-ups. This provides better clarity on the lead and convenience of following up with a prospect with a check-in call during the sale.
SCHEDULE YOUR LEAD FOLLOW-UP BETTER; USING SMART NOTIFICATION
According to a study by Brigham Young University (USA), during a follow-up the odds of contacting a lead if called in 5 minutes vs 30 minutes drop 100 times. The odds of qualifying a lead if called in 5 minutes vs 30 minutes drop 21 times. You might have sensed a similar pattern in your lead follow-up too. Schedule follow-up notifications based on time and medium of communication (through SMS/email). Send notifications to your leads/prospects based on conversations.
In each of the phases discussed, HelloLeads helps the sales team to improve the quality of engagement with leads/ prospects and build trust with the customer. Talk to our customer support to know more on how we help enhance the selling discipline
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