Lead follow-up is crucial to your business. When you stay closer to your potential clients throughout the insurance sales process, they’ll feel more attached to your brand and will likely pursue further deals with you.

Research shows that about 80% of deals are closed after no less than five follow-ups. But not all follow-ups succeed. You have to do it effectively to bring positive results. You have to properly manage your insurance sales follow-up campaigns to increase the number of positive feedback you get.

Here are 4 actionable tips for effective insurance lead follow-ups:

1. Keep Calling the Leads

The first call isn’t enough to get a deal. Making phone calls is one of the most effective ways to follow up on issues with your potential clients. However, it tends to be a little difficult because most people are too busy to answer calls. Nevertheless, it doesn’t cost much to call your potential clients even if they fail to pick up your call. The trick is to choose a time when your client is not at work. You can call in the evening hours when most people are relaxing at home.

The follow-up call should come quickly after the first call before the client forgets you had contacted them. And if you find a missed call from your potential client, call back as soon as possible to reaffirm your commitment to the business deal.

Observe the following when calling your leads for sales purposes:

Be persistent but not pushy

When calling a lead, you keep reminding them that you’d love to do business with them. You must focus on what steps you’d want them to take but maintain a high level of courteousness to ensure the client is not overwhelmed but feels appreciated.

As you call, don’t appear to be too forceful or aggressive in your business dealings. Doing so may drive your potential clients away. Based on research, about 57% of customers are likely to make purchases when the salesperson isn’t pressuring them. Nurturing your prospects without pressure can go a long way in converting them to real clients.

Check your call frequency

The difference between persistent and pushy calling is in the frequency of the calls. Pushy calls can be as frequent as making one or more calls per day.. This is not the case with persistent calls. As a persistent caller, you should know that making too many calls can annoy your leads, causing some of them to block your number.

To be a good caller, arrange with your clients when to call them next. For example, at the end of your conversation with a client, ask them when you can call them next to remind them. Some will tell you to contact them the following day, while some may tell you to call them in a week’s time. Make sure you stick to the frequency suggested by your client.

2. Try different contact methods

Different people prefer different communication channels. So, the way you follow up on a prospect should depend on the channel they prefer. You can experiment with direct mail, text messages, or email to determine which one brings the desired result.
If a prospect responds to your email and ignores your text message, stick to sending them emails. It also pays to ask your prospect about their preferred method of communication during the first call. Ask them which method(s) you can use for your follow-ups.

3. Use a customer relationship management system

A customer relationship management system, or CRM, is a good way of following up on your prospects. The system can help you track when you last contacted them, send emails, schedule corporate meetings, and even regulate the times to interact with your potential clients for the best results.

4. Know when to stop following up

You can’t keep following a prospect forever. Some of them will consider you a bother. So, you should know when to give up. You might be following someone who has already signed up with another insurance company. You’ll know when to give up after you gain experience in this industry. You can learn the traits of some clients who end up not purchasing.

Remember, in the insurance industry or corporate setup, it’s almost impossible to close a deal during the first call. That’s why you need to learn the tricks of making follow-ups. The tricks discussed above can go a long way in helping you close deals.

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