Referred insurance leads: Word-of-mouth is marketing gold

As mass media declines, people are becoming increasingly more likely to turn to their own personal networks--online, at home, at work or in their communities--than to television, the yellow pages or other mass media outlets for information about businesses and services to turn to. Referrals from family, friends, coworkers and other acquaintances are the most valued insurance leads, whether we acquire them face to face or online.

Indeed, one of the most important types of insurance marketing is one of the oldest forms that has ever existed and what people often say is one of the best: word of mouth.

The difference now is that customers, business associates, influencers and others have more ways than ever available to them to find out which agencies have the best reputations, what they can offer and whether those agencies are a good fit for specific niche interests.

Not only do they have their friends, their families and their co-workers, they also now have their friends on various social media sites, blog readers, posters on message boards, and the collective opinions of folks who frequent ratings sites such as Yelp, Yahoo! Local and Google Maps to rely on.

That also means you have more options for gathering insurance leads. You have more ways to get people you encounter in day-to-day business to tell the people they know about what you do, the insurance advice and products you offer and how you can improve people's lives.

Use that diversity. If someone isn't willing to talk face-to-face with family about your agency, he or she might give you a five-star review online.

It can't hurt to ask.

Category: Sales Tips

No Comments