Prospecting can make or break a company. Finding clients is crucial to keeping a business afloat. As an insurance agent, you might have the basics of prospecting down pat, but there’s always room for new ideas or creative techniques to inspire.
Read on to discover five prospecting ideas you can use to grow your agency and bring in new prospects.
1. Optimize Your Agency’s Website
According to WPForms, 47% of people who make an online purchase of a service or product visit the company’s website first. That’s why our first tip is to make sure your site is ready for potential traffic; meaning your site is optimized for any incoming site visitors, prospects, or current clients.
How can you do that? There are many ways to optimize your site and attract visitors. These methods include:
- Modernizing the website design
- Taking advantage of a CMS
- Providing a blog and other resources
- Tracking performances with analytics and statistics
- Integrating social media channels for better engagement
- Using an easy-to-use site navigation
- Implementing impactful CTAs
These methods will not only assist you in bringing new website visitors and can help convert them into prospective paying clients.
2. Educational Prospecting with Email Marketing
According to HubSpot, there are over 4 billion daily email users, which means up to 4 billion potential customers. Email marketing offers many advantages and creative opportunities for reaching new prospects. Connect directly to potential customers to show off what services you offer, give updates, and even just check-in. Email marketing makes it easy to communicate with large amounts of people while also keeping your message personal. Just remember that when using email marketing:
- Don’t Spam Customers with Emails, Space them Out
- Do More than Just Advertise your Services
- Ensure your Subject Lines are Impactful
- Use CTAs to Increase your Prospecting Opportunities
- Use Different Email Types (Welcome Emails, Reminder Emails, Etc.)
Email marketing can be difficult, but it doesn’t have to be. Fuse™ is the industry-leading intelligent marketing automation for insurance agencies that makes engaging with clients simple. It integrates client and policy data to deliver personalized customer communication. Take the future into your hands and start automating your email marketing campaigns! Learn More Here.
When identifying prospecting techniques, your goal with email marketing is to inform your readers and give them the assurance they need to make a purchase. You want to educate prospects on what your insurance agency provides them regarding services and products. But even more importantly, connect with them. Email marketing isn’t just about business, but primarily about building relationships.
3. Prospecting on LinkedIn
LinkedIn is one of the most popular social media hosting almost 740 million users, making it a wonderful site to network and prospect. After all, LinkedIn is a networking site first and social media second. Incorporate creative prospecting methods on LinkedIn by connecting with users, starting conversations, and joining groups. Interacting with new people in new places will allow you to throw out your “net” and link up with new prospects who might be in the market looking for a new insurance agency. These techniques can lead to new clients, referrals, and more.
Here Are Some Prospecting Tips to Help you Prosper on LinkedIn:
Use LinkedIn Groups: LinkedIn Groups allow advisors to connect with people and ideas, which can help to promote your business and brand. Being part of a group is like having an “ear to the ground” where you can hear what your target audience is talking about, worried about, and excited about. Joining a group expands your online presence, leading to new clients, business contacts, partnerships, etc.
Interact with Groups and COI (Circles of Influence): COI means “Circles of Influence,” a marketing-based definition that promotes proactive activity within your circle of influence. The groups you join on LinkedIn essentially become your circle of influence, so being active in your group regarding issues or topics of discussion will further establish your credibility and build your online network of followers.
Use Sponsored Content: Posting new updates on a company page allows you to “sponsor” the post and increase audience exposure. This brings in many new features to raise awareness, build relationships, drive leads, and bring in new prospects. Learn more about sponsored content here.
4. Socialize with Social Media
Socializing is a great way to attract prospects. LinkedIn is a great place to start, but don’t limit yourself. Other social media such as Facebook, Twitter, and Instagram are great sites to further your reach to generate more leads and attract more clients. To put it in perspective, LinkedIn has around 740 million users, while Facebook has approximately 1.9 billion active daily users.
Social media allows insurance agencies to show off their creative side, something that many of them are not known for. Instead of posting about the current business market, try creating something exciting or eye-catching to boost audience engagement. Create posts that clients want to engage with, such as updates about your employees or a fun event the company has held at work. Let your followers see your company as more than just another boring agency. Humanizing businesses creates a greater sense of trust and reliability, a sure-fire way to increase your prospects. Adzooma states that 35% of people say they prefer brands to talk in a friendly and conversational way. So be sure to ask your social media fans questions and reply to their comments.
The most challenging part of social media is discovering what gains traction and brings in an audience. This can heavily depend on your field, and in this case, it’s the insurance business. It can be difficult to create impactful and interesting content for social media. But we welcome you to view our podcast on Social Media Best Practices to boost your social game and bring in new prospects.
5. Cooperate with the Community
Public perception of your company or business is almost as important as your products/services. Local communities drive the success of most companies, especially an insurance agencies. Fortunately, it goes both ways; a great way to gain prospects and standing is by engaging with your local community. Volunteer at charity events, sponsor local events, or donate to charities.
To further involve yourself, try joining an organization of something you’re passionate about. You’ll meet like-minded people who will be happy to engage with you. The possibility of them referring you or becoming clients themselves is always possible. Be aware, though, don’t just join an organization to advertise your services. Do something that you genuinely care about. People will notice your authenticity and think better of you. Knowing you’re an authentic person makes people more willing to help you. It’s a great way to grow your community offline and on.
For example, McClain Insurance loves to work with its local community and organizations, including but not limited to animal shelters, public schools, and homeless shelters. Helping their community shows their company cares about more than simply making a profit while simultaneously promoting the business. It’s a win-win and is something every insurance agency should seriously consider.
Getting new clients for your insurance agency requires effort and a comprehensive list of prospecting ideas to attract new clients. Insurance agents have to promote themselves and their services, which can be overwhelming. That’s where we come in. Agency Revolution helps insurance agents succeed—sharing valuable news about current trends and the best tips and tricks to be a top-ranking insurance agency. We welcome you to visit our site and learn about what we can do for you.
