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Tips on How to Handle Your Internet Leads (for More Sales)

Internet leads differ greatly from other sales leads. For one thing, internet leads are generated differently. You get them in real time, delivered straight to your email?s inbox just seconds after an insurance prospect has entered the online lead company?s system.

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Internet leads are generated through the use of popular and widely used search engines such as Yahoo!, MSN and Google. Online lead companies make use of these search engines by directing these insurance shoppers towards their website to get their valuable data by asking them to fill up a contact form which they then send out to their insurance brokers and agents clients. The interest of the prospects generated via internet leads is high and they expect answers to their problems and questions fast.

Here are some tips you can follow on how to handle your internet leads to transform them into sales:

  1. Focus and Stay Aggressive? Even when your client contact may be via phone only, you must project a positive and confident attitude to your customer when you call. Remember your goal is to close a sale and it is through helping the client solve his or her problems and concerns that you get to do this. Aggressive means asking the right questions, listen carefully and stay in charge of the conversation.
  2. Call Instantly ? If you want to make a sale, you need to not waste any time in calling up a lead. If you get your lead in real time, call up as soon as you receive the information. You just might catch your prospect still online when he or she is still in the buying state of mind. If you choose to get your insurance health leads delivered by batch, call the prospects on your list as soon as you can. Remember, every second is precious. If you wait around before you call, you might be leaving room for your competitor to swoop in and take away what could have been your sale. After all, it?s highly possible that your prospect has filled up more than one contact form from different online lead companies.
  3. Email ? Internet leads include not only your prospect?s phone number but also his or her email address so don?t forget to take advantage of this. Write your prospect a strong email to introduce yourself and your eagerness to be of service to him or her. Also don?t forget to state it in a way that will remind your prospect that your email is a response to his or her inquiry. Lastly, remember to include all your contact information in your email so that the client may be able to reach you easily.
  4. Call Until You Make Contact ? Like the saying goes, ?Try and try until you succeed? so when you?re not able to reach your prospect on the first try, don?t give up and disregard the lead. Keep calling until you make contact.
  5. Ask for the Commitment – So you?ve finally convinced your prospect that your product is what they need. Now is the time to jump on the chance to close the sale. Get a commitment from your prospect by suggesting taking a positive step like setting up an appointment or emailing the documents he or she needs to sign.