Follow-ups crucial component of insurance prospecting

Posted on: Tuesday, April 17, 2012

A key aspect of an agent's job function is insurance prospecting, as this plants the seed for what could eventually become an insurance sales lead. As important as it is, however, many agents dread the follow-up process, as they worry about coming off as pushy or overbearing.

But ProducersWeb says it doesn't have to come off like that if agents approach it in the right way.

For example, instead of calling and immediately asking about purchasing coverage, it's helpful for insurance agents to be more concerned about how potential customers are doing. This can help them feel important and cared for.

"Research has shown that a quick first contact followed by lead nurturing is the sales process most likely to convert a prospect into a customer, but many companies drop the ball by not providing any follow up," ProducersWeb notes.

But even if the follow-up doesn't result in a sale, the act in and of itself may result in one eventually, as customers are more likely to get in touch with the insurer that took the time to check in and see how they were, the website indicates.

Posted In: Insurance News, Sales Techniques

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