Well, they can be.  Presenting:

5 simple steps to convert more internet leads:

 


1.   Email marketing via ZipDrip™ www.zipdrip.com.  Once you sign up for ZipDrip you will find an email sequence titled “Internet Lead Follow-up”.  It contains 4 URGENT and PERSUASIVE messages designed to convince the lead to call you and/or take time out of their busy schedule to deal with you.  Followed by an email at day 30 to attempt reactivation of the internet lead (I’ll talk more about this in step 5).  I caught up with one ZipDrip user who had recently started using this sequence with his internet leads.  He has tracked an upward trend from 10% conversion to nearly 20%, not too shabby.  As a side note, I think you will be pleasantly surprised by the growing content in ZipDrip™.  We add 1-2 sequences and/or messages to ZipDrip™ each month.  Most recently we added a LIFE INSURANCE cross-sell sequence and some individual referral generating emails.

 


2.    Text messaging and I DON’T mean buy an office cell phone.  There are services available like www.message-media.com which allows you to text from your computer.  Any responses that you get come back as an email.  In recent research text messages get greater response than voicemail messages.  So, use text to engage “What trim is your Honda Accord?” or “What year was your house built?”  Make it a simple question that relates to the request.  If they make this “step forward” you are much more likely to close the sale.

 


3.    VidBiscuit™ www.vidbiscuit.com, this is a video email service.  A personal video greeting from you or your team goes a long way.  Use a script, test it and refine it.  Here is a start:

“Mike, got your request for an insurance quote. Looks like you’ve got a
GREAT situation.  I’m pretty sure I can save you BIG money. I have a question
about something. Your answer could save you even MORE money.  
Can you call me right away?”

 


4.    Don’t just buy AUTO leads.  In many markets I have spoken with agents who have more success with home and renters leads and then “back,” into the auto.  Many times the auto will run you $11 compared to $4 or so for the dwelling leads, you decide.  My purely “horse-sense” speculation for the day is that renters’ leads also have great lifetime potential if you are planning on retaining them as clients.  As the housing market rebounds (expert speculation) in the next 1-2 years who do you think will be purchasing homes?  I’m just sayin’…

 

5.    Follow up when the dust settles 30, 60, and 90.  Use ZipDrip™, create reminders for your team or whatever it takes.  If you follow up, you will convert another 2-5% from my observation.  The ZipDrip™ “Internet Lead Follow-Up” sequence has a 30 day message, you can easily add 60 and 90 if you’d like.  Re-engage them; keep it simple, give ‘em an urgent reason to call you back.

All things considered, please keep in mind that effectiveness of bought internet leads varies by marketplace.  As always be obsessed with knowing your ROI, if internet leads don’t make sense for your marketplace cut ‘em.