Lead generation is a critical component of many different businesses. Take an insurance agency, for example, whether you’re providing car, life, home, life, health or business insurance, you need to understand how to consistently get more customers and utilize your sales funnel.
A lead is a person who has shown interest in your company’s product or service in some way.
You want them to buy something from you, but you need to spend some time building up the benefits and wooing them to entice them to choose you over your competitors.
A lead generation funnel centers around a large number of names being poured into the funnel. Over time, you identify which are viable targets, then hopefully turn those targets into prospects and finally convert to buyers as they move down the funnel to purchase.
Direct marketing goes way back in the world of insurance sales, but the internet has made it much easier for insurance companies to get new targets and automatically follow up with potential clients.
If you’re using online marketing strategies, it doesn’t matter if it’s the middle of the night and your business is closed – your insurance agency can get new clients anytime, anywhere.
There are 3 steps to this process:
This is the first part of the journey, where you generate the initial spark of consumer interest or inquiry into your products or services.
Ideas to start trying to convert targets into paying customers include:
Asking people to sign up for your email newsletter
Encouraging people to fill out an online form for a free consultation
Using an exit intent popup on select web pages
If you’re doing SEO, SEM, social media marketing and content marketing well, you should have a large number of visitors to your website and social media accounts, where you can initially engage new clients.
Note that Canada’s Anti-Spam Legislation (CASL) requires you to receive consent from recipients before sending messages. Make sure you ask people if they’d like to sign up for your newsletter before you start sending your finely-crafted marketing materials to their inbox!
Not every prospect you capture is going to become a sale. You need to have an effective process of filtering through all your leads to find the best ones. Otherwise, you’ll waste time on audiences that will never convert.
For example, a prospect, who lands on your site, visits your “Pricing” page and enters their information into a form to download your free report is more valuable than a person who lands on your site, reads a blog article, then leaves.
Here’s an example of lead generation through digital marketing from everyone’s favorite gecko.
This is the step where you’re focusing your efforts on providing relevant information at each stage of the buyer’s journey. Some examples are providing targeted marketing content and email personalization.
Studies show that compared to traditional marketing, content marketing, and email marketing generate 50 percent more leads. It’s important to create original, quality content if you want to attract customers – especially because a lot of insurance information is confusing to the average person.
Content marketing helps you get discovered on social media and in search engines.
Then, you can help drive new referrals organically. Appeal to potential clients’ needs and pain points with solution-based content and you’ll get their attention.
Through continuous nurturing with valuable content, people will start to think of you as a trusted source and authority.
The importance of A/B testing
You’ll never know quite how successful any campaign is without testing it! A/B testing is a popular way of determining what works and what doesn’t.
You should be testing the effectiveness of one element at a time to determine what is actually responsible for an increase (or decrease) in traffic or conversions. The more time you spend testing, the better results you’ll see.
Some things you can A/B test include:
Adding or decreasing text or white space on your website
Changing a call to action in your email or on your site
Changing a headline or block of text on your sales landing page
Finding new clients is hard work. So is working hard to stay ahead of your competitors. Will it be easy? No. But if you put in the time and energy you’ll see your small business marketing strategies pay off!
DISCLAIMER: This article expresses my own ideas and opinions. Any information I have shared are from sources that I believe to be reliable and accurate. I did not receive any financial compensation for writing this post, nor do I own any shares in any company I’ve mentioned. I encourage any reader to do their own diligent research first before making any investment decisions.
Bitcoin Rally or Altcoin extinction? Top Trader sees gloomy future for ETH, XRP and Co.
According to Coinmarketcap, there are currently 5,600 cryptocurrencies. However, for 11 years, Bitcoin managed to keep its supremacy. The cryptocurrency...
Billions in funding from COVID relief programs now flowing to state, local governments
One part of the CARES Act provides billions more in funding for airports. The Airport Improvement Program (AIP) offers $10...
Conio joins Nexi Open, the open banking services ecosystem of Nexi paytech
Conio is a fintech startup founded in San Francisco in 2015. Since the beginning of the year, and especially during...
Successful financing rounds for DeepUII and Origo Biopharma
Alta Life Sciences leads a $3.94 million (€3.5 million) round at DeepUII. With this capital injection, the Spanish company covers...
Demand on the futures market is improving but is still low
Cotton closed higher as bad growing conditions continued in West Texas and as farmers planted less than expected area to...
Business7 days ago
How to invest in a bear market: Why small-cap gold producers like Inca One belong in your precious metals investment portfolio
Business6 days ago
VR News: Zadar Ventures (TSXV:ZAD, OTC: ZADDF) poised to win big with XRApplied acquisition in the augmented and mixed reality and toy industry
Crypto6 days ago
The crypto sector in India is in the midst of uncertainty
Featured5 days ago
Why using ESG research in COVID-19 times is important