3 Steps to Qualify Insurance Sales Leads
Qualify and Convert More Insurance Leads
You’ve done the heavy lifting of generating or buying insurance leads, but what’s next? There are multiple ways in which you can qualify leads, but some are more efficient than others.
You can increase conversion rates and time to close by accurately qualifying leads. At Parasol Leads we qualify insurance leads for our buyers through highly targeted campaigns, and lead filters. Insurance lead buyers can set up their own lead criteria and filters. By doing so, our buyers see higher ROI and better conversion rates.
Define – What is a Qualified Insurance Lead?
Before you begin insurance lead generation, it’s important to define what a qualified lead is. Before your sales team gets on a call or begins prospecting, they should know what to look for.
For our purposes today, a qualified lead is someone who:
- Has the budget to make a purchase
- The decision making power to decide to buy
- A need for what you’re selling
While these criteria come from B2B demand gen, they do apply to insurance sales. Your prospect must have the budget to buy insurance right now. They should also have the ability to buy without having to discuss with a spouse or parent. And of course they should have a current need for insurance. If they’ve recently purchased auto insurance for example, they’re not a qualified lead.
Qualifying Insurance Leads
There are three times you should qualify during the sales process
1. Qualify when list building – this is most easily accomplished when buying insurance leads. You can set up your lead criteria and filters. You should also ask questions about the leads your purchasing. If the leads are old or recycled, they may no longer have a need for insurance. 2. Qualify in cold email – screen your leads with a super targeted subject line, ask an open question at the end of an email to get a response. 3. Qualify on the sales call – ask questions about need, budget and timeline when on the call. Ask them questions like, “When are you looking to make a decision?” “ What’s a good next step here?”
Close More Leads
Close more insurance leads by working those that are pre-qualified. At Parasol Leads we generate fresh, real-time leads that convert at higher rates. Follow up with the steps above, and you’ll improve ROI and sales.