Common practice dictates that you get to know the insurance leads you talk to – from the conversation you have with them while on the phone. While this holds true in general, it is still advisable to do a little research on your prospect before you actually contact them.
Most Customer Relationship Management tools for example have social media connections that allow you to look up a twitter account or a facebook account for example. You can also check to see the type of company they work for, or even base from whether they are single or have a family to care for.
Another way of finding out information about your health insurance leads is to provide a short form with very basic information when they ask for a quote online. The advantage of this is that you can use some of that information to prepare for your conversation with them. A lot of regular companies actually employ this technique and find it to be extremely effective because not only does it make the person you’re talking to think you are extremely prepared to provide insurance plans for customers like them, it also gives you a boost in building rapport.
You will also find that some of the leads you call may already have made a name for themselves. As we all know, titles can be a very sensitive topic and at least being aware that the person you are talking to is potentially someone who is an expert in a certain field can mean the difference between selling a plan and not.
Researching on your lead also gives you the capability to cross sell. If you are aware of what services they typically use or a part of their lifestyle that entitles them to some part of insurance, you can actually provide them a different product than the one you were initially going to. This way, regardless of whether they buy the insurance plan you had called them for; you still have another potential means of selling to them.
Overall, the research required it quite minimal since you still want to leave room for your actual conversation with your leads. You have to remember though that as with anything – it is always better to be prepared and that is why you do your research.
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