Even for seasoned agents, developing a successful online insurance lead contact strategy can be a real challenge. After all, if you reach out to a consumer too often, or if you use the wrong contact method, you might turn them off from buying with you. On the other hand, if you don’t reach out to your leads consistently enough, you could be missing out on potential new customers who might have bought a policy—if only you’d followed up more frequently.
In order to turn high-quality online insurance leads into new sales, you need to be smart about when and how you attempt to contact them. Here are three insurance lead contact strategies that we’ve seen agents use to craft outreach schedules that generate new sales.
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1. Maintain a consistent contact schedule
If you don’t reach your contact the first time you call them, it doesn’t mean they’re not interested in buying a policy from you. We recommend calling each lead once a day for the first three days after you acquire it, and then checking in regularly throughout the first month.
After that, you can check back in when their coverage is about to expire, when an infraction comes off their driving record, or when rate changes enable you to offer them a more competitive policy. You can check out our guide to turning old leads into new policy sales for more best practices for long-term outreach.
2. Employ a mix of different touchpoints in your contact strategy
Each consumer has their own preferences for how they like to communicate. That’s why it’s important to use a mix of phone calls, voice mails, emails and text messaging to connect with your shoppers. Using only one is simply not enough to give yourself the best chance of having a conversation.
From speaking with a number of successful agents across various carriers, we recommend calling the consumer on the phone as soon as you get the lead. If they don’t answer, you can leave a voicemail and follow up with a short, direct text message and an email.
3. Clearly communicate what your consumer can expect from you
Consumers are often wary of receiving an unexpected phone call, text message, or email. You can lessen feelings of annoyance or suspicion by clearly communicating why you’re calling and when the consumer can expect to hear from you next.
For instance, if your shopper doesn’t pick up on the first try, you can leave a voicemail that says something like this:
“Hi Joe, this is Bob with Best Metropolitan Insurance Agency. I’m sorry I missed you. I understand you’re in the market for car insurance and I’d be happy to help you with that. Please give me a call back at your earliest convenience and I’ll provide you with a quote. I can be reached at 213-555-5555. I’m also going to follow-up with a text message and an email, so feel free to get in touch with me however you prefer. Have a great day!”
This way, the consumer knows why you’re calling, how they can get back to you, what they’ll get out of contacting you—and that they can expect follow-up communication.
Want more advice on nailing your insurance lead contact strategy? Download our free outreach schedule today →
These three tips will go a long way to helping you close more insurance leads. And if you want an even deeper look at the best strategies for contacting your leads, you can download our free sample outreach schedule.
Crafted in partnership with our most successful agent clients, our sample insurance lead outreach schedule walks you through every single step you’ll want to take during the first month after you purchase a lead. We show you how often you should call the consumer and when to follow up with an email or text message, plus we provide guidance on what to say at each touchpoint. By following this contact strategy, you’ll be well-positioned to make the most out of every lead.