The success of your business depends on how well you can stand out in the crowd of insurance sales solutions. Other brokers and organizations will be offering similar services and products, so what is it about your business that will capture a prospect’s attention?
It all starts with a strong insurance lead management system.
Whether you choose to embrace an insurance quoting engine, a Customer Relationship Management (CRM) tool, or a comprehensive software program, you will appreciate the added value to your business.
Keep scrolling to learn how the right solution can meet your needs and grow your insurance business.
Embracing a New Way of Doing Business
It can be stressful to consider using new processes and technology. It’s easy to get comfortable with the way we’ve done things in the past, but relying on individual quoting, enrollment, and sales tracking tools can become burdensome and can be detrimental to overall sales success.
Adopting an effective management system can help you organize your health insurance leads, track your sales, improve communication, and build your brand.
Insurance quoting software can help customers search, compare, and enroll in insurance plans, both on- and off-exchange. Customer relationship management (CRM) tools can help you manage potential and current business opportunities with new prospects and existing clients. Regardless of the size of your organization, you may want to consider the value of an “all-in-one” insurance management system that can take your business to the next level.
What Should You Look for in an Effective Insurance Lead Management System?
1. Customization
The primary purposes of a lead management system are to streamline your processes and meet the needs of your prospective clientele. It also can be a tool to amplify your brand, and you’ll get the most value from a system that can be customized to reflect it. Choosing the tone and style of your personally branded website and online tools will help create name and brand recognition as well as build excitement for your business.
2. Communication
Give customers the ability to ask you questions and allow them to briefly introduce themselves through a form on your site.
Prospects are more comfortable than ever with online communication. Gathering basic information – name, phone number, email address – will be helpful in following up. A quick, easy-to-use needs assessment tool can be effective in pinpointing the products and services they are interested in, allowing you to respond quickly with relevant information.
3. Lead Management
Tracking data from marketing efforts can be vital to your business's success. Effective insurance lead management systems should organize leads (source, status, category, etc.) and allow you to follow up and qualify them quickly. How can you know what’s working if you’re not tracking your efforts?
4. Flexible and Helpful Plan Comparisons
Prospects will appreciate the ability to research and review insurance options with side-by-side comparisons of plans. It’s important to have a system that allows them to choose what benefits, types of plans, and costs meet their specific needs and preferences. Access to multiple plans at their fingertips can help your clients make the decision that best meets their needs.
5. Real-time Quoting
Let your customers know that you value their time by providing access to a 24/7 insurance quote. Not only does the insurance quoting software start the sales process immediately, but it allows you to multitask. While prospects are reviewing quotes, you can focus on customer service and retention.
6. The Ability to Link to Your Resources
Creating a robust website full of relevant and interesting information can draw more prospects to your site and help establish your role as a source of insurance knowledge. Different types of content will generate different kinds of leads, and your lead management system should not only accommodate this but also allow you to link to your different resources. You should also provide links to your monthly or quarterly newsletters, webinars, networking, and social media sites.
7. Online Enrollment Capabilities
Maximizing your sales requires exploring every revenue stream. This includes offering more online capabilities to appeal to several preferences of your audiences.
An online enrollment tool through your lead management system with access to multiple carriers and plans allows prospects to enroll in their insurance coverage choice from the comfort of their home or office.
Growing Your Business
An effective insurance management system can reduce your workload and allow you to focus on other aspects of your business. With a professional, customized site generating leads with its content and capabilities, you can consider additional ways to grow your business.
- Consider adding to your brand’s credibility by hosting webinars or information sessions
- Create a blog on your website with new content added regularly and contribute to other industry-related sites when appropriate
- Attend industry events, conferences, or conventions to stay current and build relationships within the industry
- Actively utilize your networking and social media sites (such as LinkedIn, Instagram, and Facebook) to expand your visibility and encourage referral business
- Ensure that your relationship with your clients is full of the respect, integrity, and personal attention they deserve – and have your CRM align with that approach
Optimizing Every Aspect of Your Insurance Business
The ideal lead management system for your business should meet your specific needs as an insurance professional. Your success is dependent on generating insurance sales leads, but it can be challenging to juggle other aspects of your business, such as designing and evaluating marketing campaigns, providing prospects with information and quotes, enrolling customers, communication, and customer retention.
A fully customized website can help you accomplish all of those tasks and build your brand as a trusted source in the insurance industry. Your unique insurance solutions, services, and products will be introduced to new and existing customers, who will appreciate the efficiency and accuracy of your site.
To learn more about optimizing your website and maximizing your conversion rates online, check out our guide here.
