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3 Ways to Improve Your Insurance Sales Team Success Through Digital Marketing


Insurance Marketing   Buying Insurance Leads   Insurance Sales  

Your Insurance Sales Team Could Be Selling More with The Help of Digital Marketing

 

Your marketing department and insurance sales team should be working together to establish a strategy that doesn’t just focus on branding, but on insurance lead generation. Tracking results starts with sales defining qualified leads. It’s important for your marketing team to understand what you’re looking for in a lead, or what you need in order to close an insurance deal. They need to know this information in order to run highly targeted marketing campaigns that can reach the right people. The people who are more likely to buy insurance.

 

Without clear definitions, it can be very easy for a disconnect to occur between departments. Many times, marketing teams blame sales for lack of ROI, while sales teams blame marketing for not generating better quality leads. By clearly defining lead criteria, marketing and sales teams can be aligned. Marketing can focus on delivering qualified leads, and sales can focus on closing.

 

Here are just three additional ways to generate more insurance leads through your digital marketing efforts.

 

Create Your Target Personas

 

There are certain people that are more likely to convert, these people should be your prospects. By creating an ideal persona, marketing can identify who to target with their advertising campaigns. Your target persona should include a details like the person’s:

 

 

  • Job
  • Title
  • Income
  • Personal and professional goals
  • Where this person spends time
  • Where they live

Understanding who your clientele is will help your marketing team reach and speak with the right people and send them the right messaging. Marketers will be qualifying leads through the content they distribute through marketing channels and then drive the leads to your sales team.

 

Identify Your Client’s Needs

 

Once you’ve established who your clients are, you need to identify what troubles them. You can discover this information through data collection, a customer relationship management tool or enterprise resource planning (ERP) systems. Examples of data collection include surveys and focus groups.

 

When you understand what issues your prospects are facing, you can pitch them your products as a solution and increase leads for your insurance sales team.

 

Determine the Best Way to Communicate Your Solution

 

Not every platform is created equally. If you have a tight marketing budget, you’ll want to limit the amount of display advertising you do. Display ads tend to reach passive audiences, who are at the beginning of the buyer journey and are less likely to convert off one touch point. On the other hand, search platforms like AdWords tend to reach consumers further along the buyer journey who are actively searching for products, including insurance.

 

If your insurance sales team is having difficulty generating high-quality insurance leads, consider using an insurance lead generation company like Parasol Leads. At Parasol Leads we run highly targeted marketing campaigns that can help you reach your target audience. We know how to reach consumers actively searching for insurance products and drive them directly to your sales team.

 

Contact us today to learn more about our insurance lead generation efforts.

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