Auto Insurance Leads - NextWaveMarketingStrategies.com

If you are sales prospecting, a good place to start is with aged insurance leads. Right now, AgedLeadStore.com is selling five to six month old and ten to twelve month old auto insurance leads for just pennies per lead. Leads in this range allow agents to target people who are renewing current insurance plans as well as those who never found what they needed in the first place. Best of all, if you make even a handful of sales, you’ll have completely recouped your investment.

Why Buy Aged Insurance Leads?

No company plans to pay big dollars for new, exclusive leads and then let those leads fall through the cracks, but this is often exactly what happens. New leads frequently don’t get the follow-up needed to turn them into customers. Some new leads don’t even get an initial contact, and many don’t ever feel as though their questions and insurance needs were adequately addressed. These leads are ripe for nurturing and, with appropriate follow-up, may become valuable customers.

How Do I Contact Aged Leads

When you’re sales prospecting with aged leads, you can contact them the same way you would reach out to any lead – by phone, by direct mail, or by email. Many agencies believe it makes the most sense to launch an email marketing campaign to show the leads how your services can benefit them. End the email with a strong call to action, such as asking them to click a link to receive a free quote or a call from a sales agent along with an e-book with valuable insurance information. Of course, if you send this call for action, be sure to have staff set aside to deal with increased requests for information and phone calls.

What Data Do I Get on My Aged Leads?

When you buy from AgedLeadStore.com, all of your leads will come with a full postal address, an email address, and a phone number. Furthermore, there are 190 possible fields for additional information about the lead. Any given vendor usually supplies anywhere from 20 to 50 of these fields. This provides extra data which your agents can use to decide how best to approach individual leads.

Buying aged insurance leads, especially leads that may be coming up for renewal on their auto insurance policies, makes good business sense. If you’re not sure about it, try purchasing a small sample of 249 leads. You will get names, complete contact information, and additional data on each lead for a total cost of less than $100 for the whole batch. Sales prospecting has never been so easy.

First, relax. No one is expecting you to make 10,000 calls on your own. You will have access to auto dialers and auto responder programs that can do a large portion of the work for you. Which step should you take first? There are at least three promising ways to contact and maximize the aged sales leads.

Try Cold Calling

Use an auto dialer to reach out to your aged Internet leads. If the lead answers the phone, the call will automatically be routed to the appropriate member of the sales team. If the lead doesn’t answer, the lead is usually passed on to an auto responder program.

There is one cautionary step you should take when cold calling aged leads. If the leads are 90 days old or older, and if they appear on the national do not call list, your company could get into a lot of trouble for attempting a phone contact. Make sure that leads that have aged longer than three months are carefully “scrubbed” against the DNC list or find another way to contact them.

Send E-Mail to Leads

Computer technology has made it easy to send out thousands of messages at a time. You can use e-mail to remind the leads that they had once requested insurance information and you would like to help them. Design your email so that the lead can “opt in” to receiving further contact from your company by clicking on a big  red or orange button. As part of good customer service, it’s equally important that your lead has an easy button to click that will stop any further calls. If you use this method, it can take less than a day to separate the prospects that are still interested from the ones who don’t want further contact.

Try a Snail Mail Campaign

Snail mail has developed a pretty bad reputation over the years, but it’s not a bad marketing tool. This is especially true since people don’t get as much sales mail as they used to, and a well-designed card or a letter with a compelling pitch just might when you a second look. End your letter or post card with the same type of call to action that you would use in an email. For instance, you might have the prospect call if they still want to discuss insurance needs or ask them to visit your website and sign up for a free newsletter.

Don’t be overwhelmed if your company buys a large volume of aged leads. There are follow-up methods that can maximize the responses without over-taxing the sales staff.

Call Centers Use Aged Leads - NextWaveMarketingStrategies.com

Aged Internet leads are insurance leads that are days to months old. For a variety of reasons, these leads may not have been closed yet. If your organization uses call centers as part of your marketing plan, then you would be wise to purchase aged leads.

Aged Leads are Affordable

While fresh, exclusive Internet leads are expensive, you can purchase thousands of older leads for hundreds of dollars. If even a handful of those leads convert into paying customers, you’ll have earned back your initial investment and made a fantastic profit to boot.

Older Leads Facilitate Warm Calling vs. Cold Calling

Why allow your call centers to waste time cold calling leads who may not have the slightest interest in insurance when for so cheap you can provide them with leads who have actually requested insurance information? These warm calls are far more likely to generate a response and, with a little nurturing, convert to sales.

Calls to Older Leads Don’t Take Much Time

All an operator has to do is remind the lead that he or she requested insurance information and ask if he or she is still interested. If the answer is yes, the operator can immediately refer the call to a trained sales agent. If the answer is no, the operator can cross the name off the list for good. Either way, each call can be terminated or appropriately routed within a few seconds, leaving the operator free to move on to the next name.

Aged Leads Can and Do Convert

Internet leads that are more than thirty days old have probably had a chance to look around online and find typical rates and answers to their most pressing insurance questions. If they are still interested in buying insurance, they frequently require less hand-holding and nurturing than fresh leads who may be new to the entire process of purchasing insurance.

Make sure your call centers aren’t wasting their time cold calling the wrong people. Instead, provide them with thousands of vintage sales leads giving them the volume of prospects they need weekly to start winning the numbers game.

Aged Auto Insurance Leads - NextWaveMarketingStrategies.com

If you mention buying aged leads, especially auto insurance leads, many sales agents will look at you as if you’ve just grown another couple of heads. Be smart and ignore their skeptical responses. The truth is that aged auto insurance leads can play a significant role in increasing your sales and breaking in new employees as the year draws to a close.

Calling Aged Leads More

For all of you that have tried aged leads, you know that they are an exceptional value. Literally, they are one of the cheapest marketing options that actually give your people who have requested information about insurance or mortgages.

Warning! This exceptional pricing can lull you into losing a lot of the opportunity inherent in these super affordable leads.

The silent killer of aged leads is only giving them one call.

Start with a Two Calls

One call isn’t enough, but starting with a call is a good way to re-warm the aged lead. Keeping in mind the lead is older I would start with a call or message like this:

Unfortunately, if leads who become ready to buy feel as if they have been ignored by your company, they are likely to take their business elsewhere. On the other hand, a report issued by DemandGen found that companies which practiced good lead nurturing saw an increase of up to twenty percent in their closing opportunities and sales.

This figure suggests that following up with aged leads and leads who have been recycled is not a waste of the marketer’s time at all. In fact when it is done correctly, lead nurturing can be a cost-effective marketing tool.

Making a Profit from Lead Nurturing

Lead nurturing refers to the process of building a relationship with qualified prospects. The goal, of course, is to engage the prospect so that when the prospect is finally ready to buy, he or she wouldn’t dream of doing business with any company but yours.

Cost-Effective Ideas for Lead Nurturing

1. Ask the lead how he or she prefers to be contacted. Then, depending on the lead’s preference, make it a point to call, send an email, or text the lead at least once every six weeks. Remind the lead that you are available to help if he or she has any questions about your products or services.

2. Send the lead a handwritten note or card once or twice per year. For instance, you might send the lead a holiday card and a card wishing him or her a happy birthday.

3. Pass on any information you think your lead might find interesting. Include your business card and a handwritten note – “I thought you might be interested in this article since you identified concerns about having enough flood insurance.”

4. Let the lead know if your company is offering a time-limited discount. A deadline can sometimes spur a recycled lead to become a buyer.

Nurturing recycled or aged leads takes only a small amount of your marketing team’s time and energy, but they payoff can be significant. Don’t let your recycled leads fall through the cracks and disappear.

Here’s a step-by-step guide to using aged lead to get more deals this month.

Get the Right Leads

Mortgage Lead Filters

Schedule Time to Dial

Think about what you get:

• Leads for real people who asked for mortgage or insurance help
• Phone numbers and emails provided by the people. (Can you say, “Please call me!”)
• All for pennies on the dollar, because someone else dropped the ball

However, to make it work you have to start working the lead immediately. You have already lost critical time. You need to get their attention, find the hot ones, and start building a sale.

Just to help you get started, here are four emails that will make you more money with aged leads.

Email #1 – Day 0

Don’t delay! Time is already ticking on these leads. You need to get them into your lead management or CRM system and email them today. Let them know you are ready to help them.

Subject: {!firstname_fix} - Thanks for your request

Hi! {!firstname_fix},

We were matched with your request for
{mortgage | insurance} rates.

Sorry for the delay! It looks like your request
was delayed in reaching us.

Luckily, rates are still low! Check them here:

{http://yourwebsite.com/rates}

Give me a call at {phone number}
if you have any questions or are
ready to {lower your monthly payment | buy a new home | get an insurance quote}.

{your first name}
---
{!signature}

Email #2 – Day 3

Send if they don’t open or open, but don’t click. This email is intended to cut through the noise of a busy email inbox. It will also gather in folks that are simply procrastinating on taking action.

Subject: Re: {!firstname_fix} - Thanks for your request

Hi! {!firstname_fix},

Just wanted to make sure you got my last email.
We already dropped the ball with our delayed
response to your Web request. I wanted to make
sure you have the latest {mortgage | insurance} rates.

Check them here:

{http://yourwebsite.com/rates}

Give me a call at {phone number}
if you have any questions or are
ready to {lower your monthly payment | buy a new home | get an insurance quote}.

{your first name}
---
{!signature}

Email #3 – Day 5

Okay, we’re down to the wire here. If they aren’t opening and clicking now we’ve got to get creative. Let’s be a little bolder in the subject line and the email…

Subject: Oh, no you didn’t...

Hi! {!firstname_fix},

Hopefully, you’re not ignoring me  

I just want to make sure you got the
help you requested on your {mortgage | insurance} questions.

Rates change daily. Take a look at today’s rates:

{http://yourwebsite.com/rates}

Give me a call at {phone number}
if you have any questions or are
ready to {lower your monthly payment | buy a new home | get an insurance quote}.

{your first name}
---
{!signature}

Email #4 – Day 15

This is the last in the initial aged lead activation email campaign. Feel free to build out a longer timeline to continue checking in with these aged lead prospects.

Subject: Just checking in

Hi! {!firstname_fix},

A little while ago, We were matched with
your request for {mortgage | insurance} rates.

I wanted to make sure I did everything I could
to get you the {mortgage | insurance} information you need.

Rates change daily. Take a look at today’s rates:

{http://yourwebsite.com/rates}

Give me a call at {phone number}
if you have any questions or are
ready to {lower your monthly payment | buy a new home | get an insurance quote}.

{your first name}
---
{!signature}

Are you going to try it? As the saying goes…”You can lead a horse to water, but you can’t make him drink.” Are you thirsty for more deals this month?

Webinar: Working Aged Insurance Leads

Real-time leads are ones that have never been contacted in the contacted in the past. They are to be contrasted with aged leads, which are people that have been marketed to already. Though some may think that real time leads are the best, there are important reasons why this may not actually be the case. The following are some reasons why considering leads that have had some time to mature may be in a business’ best interests:

They are Sales Ready!

As the title suggests, lead readiness can be an issue. What this means is that people may actually be less likely to purchase a product or service when they are contacted the first time than during subsequent contacts. People often feel pressured or on the spot when they first receive a sales communication. They have not had time to think about the product being offered and during their contact with a sales representative they may not feel they are fully ready to commit to buying, even if they are interested. This is an important fact about the sales cycle – only a certain percentage of prospects respond initially. The rest must be worked with over time to yield results.
So this is one reason why aged leads can prove more lucrative (while also actually being cheaper to purchase). People on lists of aged prospects have had time to gain an understanding of a product or service, reflect on it, and act accordingly. This more patient and sophisticated use of the sales cycle often proves very effective. The fact that is a subsequent contact gives them a sense of both better product understanding/affinity gained over time and a sense of leisure about purchasing it.

They are Cheaper!

As noted above, leads that are aged have the added advantage of being less expensive. In an effort to increase the return on their marketing investment and keep costs down, businesses should try to cut costs wherever possible. Buying a substantial portion of aged leads as part of the prospect pool is thus a good idea. Real-time leads should be included, since they sometimes do convert well, but they should not necessarily be the predominant type. As noted above leads that have already been contacts often perform better. On top of this they are lower in cost. This is the essence of a good deal.

Webinar: Working Aged Insurance Leads

Aged leads are leads that have already been contacted or who have been in the market insurance for a period or more than 30 days. One the major attractions of these types of leads are their money saving qualities. This does not, however, only exist at the time of the purchase of the leads. These leads have a number of different money saving attributes.

Cost Less

These leads do indeed cost less by lead volume at the time of purchase. Fresh leads are very expensive and do not necessarily convert any better than aged leads, as will be discussed a bit further below. But the reduced cost can be a good way for a business to economize on finding qualified prospects toward which to direct their sales efforts. There are a number of costs involved with marketing that a business incurs, and sales prospecting is a significant one. Reduction of this cost can help prove very helpful when some financial streamlining is called for.

Better Returns

As mentioned briefly above, there are potentially even better returns form leads that are aged. Prospects often need a number of contacts before they convert, sometimes as many as five. So they may actually be more ready to buy on the second or third call. This means that the aged leads may actually convert better than new ones.
Furthermore, there are differences in sales style between salespeople. So there is every reason to think that your business’ sales style may work better than that of another business who initially contacted the lead.

Have Already been Introduced

Another factor leading to these better conversions is that people who have already been introduced to a certain product or service have had time to think about it and may be ready to purchase after reflection. They may have felt pressured and on the spot during the first call. When they have had time to process the information, they may well have decided the product or service is for them.

Faster Calling

Since qualified prospects have already been introduced to a product, sales calls or presentations can go faster. This saves on employee resources in a time sense. A single salesperson can get to more calls and increased lead volume quicker since he or she does not have to explain products or services in as in depth a manner, the lead already being familiar with it. Thus more calls and conversions get made per hour and the business saves money.