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Expert Answers to Biz Questions
Listen in! Pick up some expert advice to a reader's question that we selected from CyberSchmooz.
The Best Way to Find Sales Leads
If you’re in the business of selling insurance, you’re always on the lookout for sales leads. While it can be difficult to make sales, in a world where no one wants to be sold anything anymore, after being barraged by commercials and ads all day long, you’ll have the upper hand if you apply some of the tips listed here.
Referrals
Referrals are the oldest way in the book to generate sales, since people will take more time to listen to a friend, colleague, or the friend-of-one. You can gain referrals in a couple of ways, including asking your clients to recommend you to their friends; striking up a partnership with another company and respectfully asking their clients if you could give them a call; coregistering, or, having another company coregister you on their website, so you get the same prospective client information that they do; and last, but not least, having a regular lunch group with fellow salespeople, where you can swap leads and ideas.
Advertising
While not as personal, ads still work, and you can consider putting ads online, on the radio, in the yellow pages, in the newspaper, and on TV. Some of these venues may seem old fashioned, but they’re still being used, which means they’re still being seen. In addition to more traditional advertising, you can also try flyers and door hangers, freebie distribution, and sponsorship. Of the marketing strategies listed above, few are more important than your online presence, so you’ll want to make sure you have a great web presence. Have a website that’s attractive and easy to use, and make sure you’re listed in online directories. Take advantage of pay-per-click ads, SEO, blogging, and more. There are dozens, if not hundreds, of ways to use the internet to increase traffic.
Purchasing Leads
Last but not least, as more businesses expand, their ability to target specific needs increases. You can now acquire professional sales leads from trusted businesses who are ready to take you to the next level. For each type of insurance you might sell, you can work with the experts and begin acquiring your next batch of sales leads. If you sell health insurance, you can get health insurance leads with a simple email. If you work in final expense insurance, final expense insurance leads are only a phone call away.
Leads are an active, important part of what you do, so it’s always worth the time and cost of acquiring more. With the suggestions in this article and any more you might uncover in your search, you’ll be ahead of the curve when it comes to making the right sales and finding the right clients.
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