5 tips to convert more digital leads
An optimized website, combined with a robust digital marketing strategy, is only two-parts of the digital sales triptych. Don’t waste perfectly good leads and money because your sales strategy is not quite up to the task.
We have compiled our top 5 sales tips based on proven industry metrics that will help you increase your return on investment and grow your brokerage.
Tip #1 Speed is everything
Online shoppers are looking for answers, fast, and if you’re not the first to call that lead, you’re most likely out of luck. Your sales team should be using a lead management system that provides them with real-time alerts so they can jump on a lead as soon as it comes in.
A broker should be contacting a lead within 5 minutes of receiving the request. This is now industry standard.
A lead is 7 times more likely to be converted into a sale when contacted within the first 5 minutes.
35-50% of sales go to the vendor that responds first!
Tip #2 Always follow up
Contacting a lead over the phone or by email once, is most likely not going to get you that sale. You know how it is, we are all busy, and we forget things that aren’t top of mind. It’s crucial that your sales team has a follow up process in place. Good practice is to follow up three times by phone, and two by email or text, at minimum.
You may read that and think that’s a little too much. You don’t want to seem pushy, but, if we look at the data, 80% of sales require 5 follow-up calls whereas 44% of salespeople give up after one follow-up call.
Tip #3 Go above and beyond
Insurance is competitive – every policy is essentially the same and pricing is generally comparable. You can win your customers over by providing them not just outstanding service but WOW service.
Brands with superior customer experience bring in 5.7 times more revenue than competitors that lag in customer experience. Moreover, Customer-centric companies are 60% more profitable than companies that don’t focus on customers.
Tip #4 Choose your words carefully
Words matter, they really do, which is why it’s important to know what to say when you’re trying to make the sale. Gong.io analyzed over 100,000 connected outreach calls and found successful salespeople talk for 54% of the call, while unsuccessful salespeople spent only 42% of their time speaking
The use of collaborative words had a positive impact on the calls and using “we” instead of “I” increased success rates by 35%.
Using “Did I catch you at a bad time” makes you 40% less likely to book a meeting, while asking “How are you?”increases your likelihood of booking a meeting by 3.4X.
Tip #5 Systems work
Creating digital operations sales strategies and best practices will improve your ability to sell more digital leads. From investing in a good leads management system to creating sales templates for your team, being organized will allow you to engage your potential customers better and faster.
How does your sales team measure up to the competition? Our truScore Mystery Shopping program will give you a deep analysis into your digital sales operations, giving you a detailed view of where you‘re most likely losing sales.