5 Pro Tips for Following Up on Leads

While just about everyone age 65 and over needs Medicare insurance, not everyone signs up with the first agent they talk to or after the first presentation they attend. Sometimes the sale takes time and we are often asked by agents to provide some best practices for tactfully following up on leads. In the following five tips, we’ll first identify the common issue and then provide suggestions you can start using right away! (It’s important to note that several of these methods require an appropriate permission to contact.)

The prospect doesn’t want to meet or share more information.

Just because a prospect isn’t comfortable taking the next step doesn’t mean they’re uninterested in your services. After all, they reached out to you in one way or another! A great method for staying on the prospect’s radar is continued education. Make a call reminding them of their enrollment window, send a text with a link to a recent & relevant article, or create a drip email campaign that educates consumers on their options and how you’re able to help.

The prospect doesn’t answer the phone.

You called. You left a message. They didn’t call back. It’s easy to think the lead is dead, yet, statistically the chances are that it is not! There are two important things to consider here. First, research shows that 80% of sales require five follow-up calls to close the sale (some studies suggest up to eight calls!). So never give up after one, two or even three phone calls! Secondly, talking over the phone may not be the prospect’s preferred method of communication. Try sending a text, email, instant message or physical letter instead.

The prospect gives the age-old “I’ll think about it” line.

Every agent who considers a response like “I’ll have to give it some thought” a hard ‘no’ opens the door for agents like you who know better to come in and close the sale. Keep that prospect on your callback list and follow up regularly. The key here is avoiding language like “have you made your decision yet?” Instead, let them know it’s okay to take time to make an important decision and ask if you can follow up with them at a later time.

The prospect got lost in the digital shuffle.

With all the different communication methods agents are using these days, sometimes a conversation grows cold, even if inadvertently. It’s often worthwhile to go back through past emails and social media messages and identify anyone who may have been left hanging on the vine. Did you send a message someone didn’t respond to? Maybe the timing of your message wasn’t right for the prospect. Reach back out and see if there are any questions you can answer.

The leads are “too old.”

For agents who have been selling a while, we all have that drawer or file folder of “cold leads.” While many agents turn to these leads as a last resort, there’s evidence that doing so works (taking into consideration the allotted timeframe for permission to contact). There are a lot of potential reasons why these prospects are back in the market, including dissatisfaction with their current plan or agent. Save their day (and make yours) by giving them a call!

You work hard to grow your insurance business through effective marketing, prospecting and referrals. Having a process in place for how to handle each lead can help ensure they don’t fall through the cracks and that your time & money is utilized to the fullest.

As a National Marketing Organization that works with thousands of independent agents, we understand you must cultivate leads in order to grow your business. That’s why we work diligently to provide the resources necessary for successful marketing. If this information is valuable and you want to know more about the services we provide our Medicare agent partners, please contact us at marketing@berwickinsurance.com or 888-745-2320.

A note from our Compliance Team: With every contact made, the agent should reobtain permission to contact, asking if it would be okay to follow up with the prospect in the future. Permission to contact expires after contact is made or 90 days after the date of receipt. Please check in often with your NMO’s Compliance Officer to ensure you’re following state and federal compliance regulations.

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