For an insurance broker, it can be a challenge to generate your own leads. It can take a lot of time, money and patience to start seeing good results with a steady flow of customers.
To help you achieve success we’ve created a list of 10 effective lead generation strategies for insurance brokers.
1. Ask for referrals
Referrals are arguably the easiest way to generate leads. Even if you’re new and your client list is small, asking friends, family, previous co-workers or anyone else you can trust, is a great way to get introductions to potential customers.
Once you’ve won your first client and have written insurance for them for the first time, you could also send them a small care package to welcome them to your agency. This package could include a handful of business cards for them to refer you to other people. Not only could this be an effective way to generate leads, but it’ll also be a nice, personal touch that your client will appreciate.
2. Create a website
Having a website is vital for any business and can be the primary source for leads. Creating a clean, easy to use and informative site with a clear call to action will make it simple for customers to find exactly what they need in a matter of minutes.
Some things to consider with your insurance website are:
- Content – To establish yourself as a knowledgeable, experienced insurance broker having high-quality content such as blog posts and articles that helps the user and answer their most commonly asked question will help boost your leads.
- SEO – You’ll need to at least learn the basics of search engine optimisation (SEO) to ensure your website appears in search engine results.
- Contact forms – Include a contact form or a ‘get a quote’ button so customers can get in contact with you quickly and easily.
3. Be active in the community
Being active in your community and establishing a good reputation is a good way to gain trust, loyalty and to demonstrate your insurance knowledge. This may then lead to a few extra leads from the people in your community. Advising local, independent businesses on insurance, hosting small seminars or participating in clubs and meetups will all help to get your name and your business out there.
4. Print advertisement
An old school lead strategy which can still be an effective way to gain new business is to invest in print advertising. Many think print media is a declining industry, but think about how many people you see on the train reading a newspaper, or how many magazines are readily available in car repair garages or dental offices.
By putting an advert for your business in relevant industry trade magazines and newspapers, which includes what products and services you have to offer and your contact details, it can easily draw customers in.
5. Start a referral program
Setting up a referral program is a simple and easy way to incentivise new clients and reward your existing clients, encouraging them to stay loyal to your company.
Offering tokens such as gift cards, movie or concert tickets or exclusive discount to both the referrer and the referee will help your business stand out from the rest and build a strong relationship with clients.
Networking is key for new businesses meeting clients and industry experts. Find out when and where networking events are happening near you and attend as many as you can to socialise with professionals, learn new strategies and gain important leads.
Make sure you carry plenty of business cards on you to hand out to everyone you talk to.
7. Buy leads
While buying leads can sometimes be risky, like with any third party seller, it can also be extremely beneficial. After paying a fee and providing some information to the seller, you’ll then receive contact information to people who are likely to be interested in the products and services you’re offering.
If you don’t feel comfortable buying leads online you have other options of buying them from an agency that’s closing down or an independent insurance broker who may be retiring and are willing to sell you their leads.
8. Sell multiple products
Don’t be tied down to just one product. You should be offering customers several other types of insurance such as personal, commercial and life to cover a wide range of needs. By broadening your products and services you’ll be opening your business up to a wider range of customers and giving it an edge over competitors.
9. Be active on social media
Utilising social media is an easy and affordable way to market yourself and your company. Social media channels such as Facebook, LinkedIn and Twitter can help to increase your company’s reach, build relationships and generate new business leads.
Ensure the content you’re sharing is relevant to the insurance industry and informs your customers. Be consistent with posting to build a steady online presence that clients can rely on and use engaging imagery or videos to increase engagement. It’s also a great way to interact with your customers, answer their questions and get to know what exactly they’re looking for.
10. Go door-to-door
A traditional method of gaining leads that many insurance brokers swear by is simply going door-to-door and selling your product. There are plenty of benefits to this lead generation tactic. Firstly, there aren’t any costs involved so can be very useful to new companies. You can also make personal connections with the people you meet and the leads often turn into sales fairly quickly.
If you’re looking for an insurance software system that’s built to your specific needs and can handle both existing and new clients from multiple channels take a look at our InsurXchange General Insurance administration system.
Plus, read our blog to find out how insurance brokers can forecast revenue growth.
Want to learn more?
Book a demo with one of our team members and we will work through your goals by getting to know you and your business.