Lead generation is hard yet essential for a successful insurance agency. You are asking prospects to provide their data for free. On a basic level, that seems a bit one-sided – why should people give away their contact information for free?
There is no engagement if all you do is ask a user to type in their email. Be honest, how often do forms like this one persuade you to subscribe?
Generating insurance leads online can often be a challenge – this should come as no surprise. The key to overcoming this is to offer something valuable for a prospect’s engagement, such as a free guide, service, or discount.
What is a Lead Magnet?
Lead magnets are an intuitive approach to lead generation.
Sometimes called the “offer-to-subscribe”, a lead magnet helps you get information from prospects in exchange for something of value to the prospect.
From discounts to free resource downloads, you can offer anything that can be received immediately via email. If it meets their needs, you will gain leads from your prospects without overwhelming or annoying them.
Lead magnets compensate* prospects for providing their information, making the situation come across as much less one-sided.
This article will show you different exchange-based lead magnets, their benefits, and the ways of adapting them to your lead generation as an insurance agent.
Try Different Types of Lead Magnets
There are several reasons why you need suitable lead magnets:
They are engaging.
Some magnets can generate thousands of leads in a relatively short period. They address your prospects’ needs and can offer an immediate solution – that’s why they can be irresistible.
They generate quality leads.
A lead magnet will help you attract prospects in your target marking – meaning they will be more likely to be interested in your products. They may genuinely want to learn more.
They provide value.
Free high-quality content provides excellent value to your prospects and creates trust. If your content is smart and relevant, it shows you genuinely care about prospects and that you’re not just trying to make a sale.
They promote your agency as a trusted resource.
Things such as case studies, manuals, or research, help you position yourself as an expert in your industry. You can show your prospects that you are knowledgeable and know exactly how to meet their needs.
Lead Magnet Ideas
You can offer anything to your prospects – it’s up to you. The best part is that you can create custom lead magnets specific to your products that are appealing to your target market’s particular demographics.
Content provides clear value to your prospects. For example:
- Text: How-to guides, reports, whitepapers, cheat sheets, case studies, checklists, etc.
- Video: Video guides and webinars.
- Visual: Infographics.
The first step is to offer content that can solve your customers’ problems.
After clicking the button and enter their information, they should receive an email with the relevant content attached. This could also be integrated into your page, or it can appear in pop-ups.
Widgets are tools that integrate with your website or landing page. They give prospects a unique experience by offering them a very customized service. They also help you collect valid email addresses, phone numbers, or other personal data.
Some widgets offer a service, report, or relevant information that may be hard to get for free.
Another way to turn your prospects into leads is to add a callback. By inserting code on your site, you enable the prospect to click on the widget to contact you directly to get a response. The right CTA and a pop-up window can be very encouraging to prospects.
Gamification is an effective way to attract leads. Using gaming principles will help you to collect critical information from your prospective clients.
Create interactive quizzes encouraging prospects to leave their email addresses. Use the collected data for multiple purposes, such as to customize a ‘welcome’ email series tailored to their quiz responses.
Entertain prospects with a short, simple quiz, and send the results via email; this is a tried and true way of generating leads.
Live webinars can be useful – insurance is a difficult thing to tackle for many people. Whether you sell Medicare products, Underage products, or both, hosting a webinar explaining prospects’ options and show them how to choose the best options. You can also offer one on one meetings to find their best options as the end of something like this.
Engaging your customers in a Q&A session can connect them ‘live’ with your customer care. Let them pick a date and time and then connect with them via their preferred means of communication – your prospect is willingly engaging with you.
The opportunity to get a freebie can be far more engaging than the standalone message itself.
Contests can go viral. Challenge your audience and make them excited about your offers, such as winning a gift card to a local restaurant or store.
Coupons and discounts are potent ways to entice an audience to subscribe – even if the coupons are not for your insurance, but for other popular places that your prospects enjoy. Captivating design, combined with the right CTA, can make your offer very attractive.
Live chat has recently grown in popularity. Chatbot technology that enables you to engage with your customers continues to grow and evolve. What’s more, bots can automatically qualify your leads for you by asking qualified lead questions. Agent Pipeline has resources on the right questions to ask when it comes to qualifying leads.
Creating the Best Lead Magnets for Your Audience
Your lead magnets are part of your agency’s brand, your mini-product. It will affect your brand reputation as it attracts people into your brand experience.
All suitable lead magnets have their common traits:
- Lead magnets deliver value before trying to make a sale;
- The cost is available only in exchange for a visitor’s email address;
- The content is immediately consumable;
- Don’t be deceptive – you are providing your leads with things of value
- Your ‘gift’ helps points discover additional benefits of choosing your insurance agency.
What can you offer? Anything. The ‘bribe’ The value add should give your prospects something they need or may be interested in, from professional tips and data to basic entertainment. Offer a free exchange – and that’s it.
If your magnet is engaging, you’ll be enjoying the results before you know it.
*Disclaimer: Please keep in mind all of the Medicare Marketing Guidelines when it comes to offers of compensation or any other monetary value.