Q. How do I recover sales from lost leads?
A. Recovering lost leads is a great way to increase your sales and revenue. The first step in recovering lost leads would be not to lose track of your prospecting lists. Keep all of your leads together readily available. Most agents and agencies use a CRM (Customer Relationship Management) system in today’s time, and this is very handy to locate leads that did not turn into sales.
Survey these customers. Are they still interested in your services? Are they too busy to take the next step of setting an appointment? Maybe they’re not interested at all and never really were, or they decided to work with another agent. There is only one tried and true way to uncover the status of your prospect – it’s to ask them the question.
Another great way to recovering your lost leads is to use a trigger event to re-engage your target audience. There are many trigger points you can use to make contact with lost leads:
- Birthday Card
- Anniversary Card
- Local Event Invitation
- Medicare Supplement Insurance Plan Rate Increase
- New Product Launch
These are all very valuable reasons to make contact with your lost leads. Additionally, you can keep in touch with relevant content. Sending your lost leads information regarding other health care options is another great way to build a relationship. Your prospects may be in need of ancillary products, a life insurance policy, or an annuity.
Lost leads can be tricky but when you keep your prospecting lists together, run reports regularly on trigger activities, and create marketing opportunities – you can recover leads and identify sales opportunities.
For more information on e-applications and carriers available in your market, give us a call at 800-962-4693. Don’t forget, we are here for you during the AEP!
-Answered by Matt Goheen, Regional Vice President
Matt Goheen is Regional Vice President of Region 6, covering the Utah, Arizona, Louisiana, Mississippi, North Carolina, South Carolina, and New England markets. Matt is also a licensed Life and health agent and has been working at Agent Pipeline for 7 years, specializing in Medicare Health Plans. If you are an agent and would like to speak with Matt to learn more about the opportunities available in your market, you can contact Matt at 800-962-4693 ext. 6462.
