Leads are the life spark that drives an insurance business. Since leads can be converted into paying customers and loyal advocates for your services. To consistently generate leads for an insurance agency, you’ll need to come up with creative ways of outreach and engaging potential leads.
Whether digital marketing or traditional marketing, there are a variety of lead-generation strategies available to insurance agents. Here we will be looking at 15 ideas that can get leads in the door and help your insurance business achieve success.
Why Are Leads Important For Insurance Agents?
Every lead has the potential to become a customer and leads are the key to success for any insurance business. Leads provide your business with more opportunities to make sales, increase brand awareness and build relationships.
The better leads you get, the better chances you have of making successful sales and growing your business. It is important to remember that leads need to be nurtured to turn them into customers. However, before you can nurture leads, you need to have leads in the first place.
How To Generate New Leads
Lead generation is the process of identifying and engaging potential clients or customers so that you can eventually convert them into customers.
However, despite its importance, many insurance agents struggle with generating leads and would rather resort to buying leads. While leads lists can work, you must not fall into the trap of effortless leads.
To truly succeed, you should be creative and resourceful in your lead-generation efforts as you will actively build connections with qualified leads. Qualified leads are leads that are already interested in your services and have a higher potential to be converted into customers.
There are many ways to generate leads so developing a sound lead-generation strategy will be integral to your success.
15 Lead Generation Ideas For Insurance Agents
To help you get started, here are 15 lead-generation ideas that you can use to generate leads for your insurance business:
1. Ask For Referrals
Nothing beats old-fashioned word-of-mouth! Referrals are leads that you gather from existing customers and they are usually the leads that have the highest conversion rate. They also tend to spend 25% more than leads from other sources.
You can start by asking your customers for referrals right away after a successful interaction. Offering incentives such as discounts or gifts through an established and branded referral program can also help encourage customers to refer your services to others. Lastly, always remember to thank all referees and leads, successful or not as appreciation opens to loyalty.
2. Be Active In Your Community
Businesses should always be active members of their local community. It’s a proactive and personable approach to staying connected and building relationships with potential leads. Humanizing your brand results in improved brand trust, client engagement, and even customer loyalty.
You can take part in local activities such as charity events, and business meet-ups and even become a sponsor for local sports teams. Become an advocate for insurance from the customer’s perspective for customer education and to show you care.
3. Network Like You Mean It
Insurance leads can come from a variety of sources. A great way to stay connected and even increase leads is to network with business owners, other agents, and potential leads. Networking events are an ideal place to start as it allows you to build relationships with leads that can be converted into customers.
You should also take advantage of online communities such as LinkedIn groups that are specifically made for fostering connections with adjacent industries that also interact with your audience.
4. Use Social Media
Who wouldn’t want to reach millions of potential clients simply with the click of a button? While it may sound simple, social media lead generation requires a lot of time and effort. From identifying the right platforms to creating engaging content, social media management is an ongoing task that thrives on consistency.
Hiring a social media manager to handle your social media marketing is a reliable investment. They are aware of the last trends, and the best hashtags for targeting and can properly handle conversations in the most engaging and welcoming way. And with the added benefits of paid social media advertising, you can get your content in front of the right people, for a price.
5. Google Search Ads
Google Search Ads are also a viable way to reach leads who are actively searching for the services you provide. With specific targeting, you can reach a specific audience based on their demographics such as location, age, and even number of dependents.
Your ads should be tailored to the target audience’s needs and written with intent to attract leads. Also, keep track of your ad performance as this will give you insights into leads’ behavior, allowing you to adjust your ad campaigns accordingly.
6. Purchase Leads Lists
While leads lists may be expensive, they can provide leads with the right demographic. You can buy leads lists from reputable vendors that are tailored to meet your criteria such as age, location, income level, and so on.
Many may frown upon leads lists due to them not being warm or qualified leads. However, once you ensure the leads meet certain criteria, lead lists can be just as good and effective as leads from other sources while saving you time and money.
7. Create a Good Website
Owning your own piece of digital real estate with a website can be one of the most effective lead-generation ideas for your business. Your website should showcase all of your services, customer reviews, and contact information, so leads can easily find the information they need.
Prioritizing web design is essential. Your website should have a modern design with high-quality visuals and copywriting that is optimized for mobile and web page speed. Failing to invest in the design of your website can drive leads away due to not finding what they are looking for or having a slow loading speed.
8. Get Listed On Reputable Review Sites
According to the Customer Revenue Optimization Benchmark study, 59% of leads read reviews before engaging with a company. Signing up with reputable review sites like Google My Business and Trust Pilot can help improve your lead generation efforts.
Reviews help leads decide whether they should do business with you or not. Make sure to reply to reviews in a timely manner, and thank leads for the positive feedback.
9. Host Webinars
Establishing yourself as an industry leader through webinars is a great way to attract leads. By hosting educational and engaging webinars, potential clients can learn more about the services you offer and trust your expertise.
Plus, you can engage with these potential clients and turn them into customers through lead captures such as registering for free trials, and offering discounts.
10. Have Excellent Customer Support
Your customer support team is the direct line between leads and your business. They should be well-trained to handle leads in a respectful and professional manner, as well as provide leads with accurate information.
By having a customer support team that prioritizes the potential lead’s overall customer experience, they can feel secure about engaging with your business. On the other hand, if you are unsuccessful, leads will gladly go to your competitors for better customer service.
11. Create a Blog
Gone are the days when blogging is only used for ranking on search engine pages. Don’t misunderstand, blogging is still an effective strategy for garnering organic traffic to your website through SEO. However, it extends beyond this as leads can also gain trust in your business through informative and engaging blog posts.
Blog posts offer a library of information on your products and services, your industry, and your customer success.
12. Host a Podcast
Leveraging podcasts for lead generation is a feasible option. Its popularity is gradually rising over the years with 62% of US consumers having listened to a podcast at least once.
Podcasts also give leads a chance to listen and engage with your business even when they’re busy. Plus, hosting one can help leads learn more about the services you offer without feeling like they are being sold to. Lastly, if you don’t want to host a podcast, you have the option to be a guest on other podcasts.
13. LinkedIn Marketing
LinkedIn isn’t just for job hunters; leads can also use it to find the right insurance agent.
Creating a profile with an up-to-date headshot, comprehensive portfolio, and relevant information about your services can help leads find you.
Plus, LinkedIn allows potential customers to engage with your business through direct messages, comments, and sharing your content.
14. Email Marketing
With an ROI of $36 for every $1 spent, email marketing continues to dominate as one of the most effective lead-generation tactics. By sending your potential customers emails with personalized offers, informative content, and engaging visuals, they can be inspired to take the desired action. With the right email marketing templates, you can cross-sell, upsell and retain with ease.
On-page, off-page, and technical SEO are the trifectas of SEO. Once you optimize for these three key areas, you can not only generate leads from organic search but also build domain authority and brand trust.
Delving into keyword research and optimizing your website’s content and structure can help leads find you through search engine pages. Also, optimizing off-page SEO elements such as social media presence, link building, and content syndication can help leads find you in the right places.
Manage Your Leads With a CRM Made For Insurance Agents
Generating leads is only half the battle; leads have to be converted into paying customers.
A customer relationship management (CRM) system for insurance agents can help leads go through the entire sales funnel quickly and easily. Having a CRM in place can streamline leads’ journeys, providing leads with the right resources and information they need to make the right decisions.
InsuredMine is a CRM built specifically for insurance agents to better manage leads, build relationships, and increase sales. With InsuredMine’s comprehensive lead management tools, leads can easily be nurtured and converted into paying customers.
Ready to turn leads into paying customers? Start your free trial with InsuredMine today!