|
You Do
Not Need Fresh Leads To Make Sales
It is a common myth in the insurance industry that
you must have “fresh” leads in order to make a sale. This misconception
has been the rationalization and/or justification for many agents
failing to meet their production goals.
Allow me to make this as plainly stated as
possible:
ANY lead where the
prospect’s need still exists should be considered a good lead.
It is important to recognize what constitutes a
lead. It is defined as an identified need for, or a display of interest
by, a potential customer. For example: If your town has a big snow
storm, any house with a drive way, sidewalk or front walk is a potential
customer for snow removal; and should be considered a lead. The fact
that you can not offer your services to every home in your town within
the first five minutes after the snow stops falling does not mean that
those prospects will not still be interested when you have the
chance to solicit them. If there is snow on the ground, there is a sale
waiting.
If you are working at one house and the neighbor
asks for an estimate, it is a lead. If you are not able to do their
home at that minute it does not mean that they will not need your
service later in the day as long as there is still snow on the ground.
Even if a prospect has paid another service to do
the work, it does not mean they are no longer a potential customer.
They may not like the quality of the work and need your services to fix
the problem, they might decide they want some additional work done, and
they may want you to do the work for them the next time it snows.
In other words to paraphrase the old adage “if
there is a will, there is a way”:
“if there’s still a
need, it’s still a lead”.
Once you accept this time proven fact you will
begin to recognize the value of cost efficient prospecting telephone
number lists or affordable, qualified leads that less enlightened agents
don’t want to work with anymore. Visit
www.LifeLeads.net or other reputable lead providers to review their
inventory of lead resources that will fit your marketing budget.
Leads should be treated as more of a long term
investment than as a disposable commodity. Because many sincerely
interested prospects do not treat a life insurance purchase with the
sense of urgency that it deserves, a significant portion of any well
qualified leads will still be in the market months after they initially
responded. If you organized your leads and keep accurate records of
your contacts, you will be able to re approach at an opportune time with
a good chance of making the sale.
About The Author
Mr. Osman is the pen name of a nationally
recognized award winning life insurance Master General Agent and
consultant and has been developing life insurance leads and teaching
closing techniques for almost twenty five years. Contact him at
LifeLeads.net (605-362-2576) or at
eric@lifeleads.net.
Copyright Eric Osman © 7/10/06
|
