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June 28, 2011 at 08:00 PM
It’s a good idea to reassess the way that you purchase, nurture, and manage leads because it means so much to your success as an insurance professional. To begin, ask yourself if you are making any of these major lead management mistakes:
1. Banking on the “one-contact close.” There’s a statistical chance it might happen, and you have heard of it happening to other people, but betting your future on the one-contact close is as unrealistic as betting your home on a Lotto ticket. Industry statistics suggest that, on average, it takes between three and seven contacts before a business insurance sale is closed.
2. Mistaking email for a CRM system. Your email address is no substitute for a real Customer Relationship Management System. As much as you try to remember to follow up and stay top of mind hundreds of customers, you are guaranteed to fail if you do not have an automated system in place. To make the most of every lead, get a system that will remind you to reach out personally to your prospects and generate the occasional dose of automated contact.
