Insurance leads: How to manage your leads

Insurance leads get you two things that traditional advertising can't guarantee: receptive customers and their contact information. Thousands of people might look at the same billboard every day, but how many will actually notice it? One percent? Less?

Spending a portion of your promotional budget on insurance leads will deliver you the information for customers who have expressed an interest in changing their insurance or buying it for the first time. You won't have to worry about the group of people that isn't interested. Every lead comes from an expression of interest, which means at least part of the work--finding customers with an interest in what you sell--is done for you.

Of course, that doesn't mean that there's not still plenty of work to do between gaining that information and closing the sale.

A good way to keep up with where you are is to put each lead you have--whether a purchased lead or one generated from another source--into a category within your lead management system. You can label your leads that are ready to close, for instance, as “ready,” leads you've just entered as “new,” current clients as “current,” those that aren't ready yet as “working,” invalid ones as “invalid,” leads with no activity as “dormant,” and those that are totally off your radar as “dead.”

This gives you a good idea of which leads to pursue further and lets you focus your efforts. Keep those categories regularly updated, prioritize your work and you'll see more closes because of a wiser use of your time. But even those prospects that have seemingly gone cold deserve some of your effort. Continue sending them email newsletters and special offers.

More information on insurance lead management:

5 Great Reasons to Get a Lead Management System

Using Lead Management to Edge Out or Catch Up

Questions to Ask When Looking for a Lead Management System

Category: Industry News

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