For insurance agents, finding time to generate business insurance leads is like juggling flaming swords. You can’t afford to drop your current B2B insurance leads just to chase after new ones, but you need a constant influx of policy seekers so badly.
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Luckily, you are just a few paragraphs away from knowing how to get commercial insurance leads under time pressure. Read on to uncover the untold commercial insurance lead generation secrets so you can generate clients galore and turn them into advocates.
What Are Commercial Insurance Leads?
Commercial insurance leads are businesses or organizations that have either sought insurance quotes from you or expressed an interest in collaborating with you in some way: for example, registered on your website, subscribed to a newsletter, or left their contact information in some other way.
The good news is that the commercial insurance lead generation market is huge: according to the Independent Insurance Agents & Brokers of America (IIABA), approximately 40% of small business proprietors lack insurance coverage to shield themselves from business-related setbacks.
All those businesses will need coverage sooner or later, and it’s your goal that they choose you over the competition when the time comes.
How To Build a Pipeline of Commercial Insurance Leads
Ask for Referrals
It’s no secret that loyal clients are your golden ticket to increased sales, but they also present a great referral opportunity. When someone mentions your name to a friend, family member, or colleague, they put their stamp of approval on your services.
Of course, not all customers will eagerly promote your insurance services – after all, commercial insurance leads mostly represent serious businesses that are generally less emotional than, say, residential insurance clients.
Here are a few tricks to make your commercial insurance referral program work:
| Build Rock-Solid Client Bonds | Forge sturdy, trust-filled connections with your current clients as your starting point. Happy clients are more inclined to drop your name in conversations. For instance, if you provided exceptional service to a person who needed car insurance, they are likely to recommend your company to others, attracting new commercial auto insurance leads. |
| Strike While the Iron’s Hot | Don’t wait for referrals to come—seek them out when your clients are experiencing high satisfaction, such as successful claims or policy renewals. |
| Sweeten the Deal | Offer two-way to entice both referrers and referrals to act. Consider discounts on premiums, gift cards, or other perks to show appreciation. |
| Keep It Simple | Streamline your clients’ referral process. Offer them referral cards or a user-friendly online form to effortlessly pass on recommendations. |
Launch an Email Marketing Campaign
Email marketing is a penny-pincher among commercial insurance lead generation marketing avenues: it’s cheap, and it brings awesome results, bridging gaps between your company and all sorts of businesses.
Here’s how to generate leads for the insurance business via email marketing:
- Mix your email newsletters with insurance insights, lifestyle tidbits, Q&As, videos, and updates from your company. Keep it informative rather than salesy, showing off your know-how and stirring up excitement for your insurance solutions.
- Segment your email list by location, client type, or other characteristics that shape the buyer’s profile. Then, adjust your content accordingly.
- Keep your email frequency steady, but don’t inundate recipients with emails. Try to ping them at least 2-4 times monthly with personalized messages.
Well-crafted, valuable emails lay the foundation of trust and reliability, nudging commercial insurance leads to click on links and ads and eventually convert into paying customers.
Become the Best Local Insurance Provider
While nationwide competition may be tough for aspiring insurance companies and agents, you can focus your marketing efforts on local businesses. It’s no secret that most local customers, including commercial clients, prefer local products.
Here’s how to get leads for the insurance business on a local scale:
- Around half of all Google searches are local queries. Therefore, optimize your Google Business Profile with accurate data and a link to the website.
- Tailor your website content to local insurance leads. Try to create more local-themed content about state insurance laws, case studies, testimonials, and interviews with experts. Add more local keywords in your blog posts.
- Participate in local events like retirement workshops, coverage option seminars, or networking gatherings to connect with potential commercial insurance leads.
- Partner up with local businesses. Create mutually beneficial relationships with onsite professionals to attract more commercial leads for insurance products. Look for sponsorship opportunities to make your brand name recognizable.
Buy Commercial Insurance Leads To Get Clients Instantly
Purchasing commercial insurance leads is the only way to get clients without unrolling a fully-fledged marketing campaign. Buying commercial leads saves you time and money, even though you pay for the contacts themselves.
One of the biggest reasons for buying commercial insurance leads is the ever-toughening competition in the niche. With so many renowned agencies in the game, aspiring insurance producers may not even stand a chance – but not if they get their high-intent clients on a silver platter!
Here is some essential advice on buying commercial insurance leads if you are an aspiring insurance agent:
| Seek Exclusive Leads | Exclusive commercial insurance leads are only sold to you, so you have a greater chance of converting these leads. If you are an aspiring agent, you must avoid competing with established colleagues, even if you have to pay more for your leads. |
| Steer Clear from Low-Intent Leads | Low-intent leads – for example, aged commercial insurance leads – are not bad per se, but they require some re-engagement effort on your side, not to mention you will have to beat the competition. For aspiring agents, low-intent leads for commercial insurance are usually a bad choice, even despite the fact that these leads are cheaper. |
As an aspiring agent willing to master lead acquisition, prioritize quality over quantity. Having a handful of top-notch leads genuinely interested in your commercial insurance offerings beats having a mountain of low-quality leads unlikely to convert.
Enroll in the Profitise affiliate network as an advertiser to unlock high-intent insurance leads who seamlessly convert into dedicated customers: auto, life, health, and home insurance leads.
Enroll in the Profitise affiliate network as an affiliate to sell your auto, life, health, and home insurance leads to reliable advertisers at a competitive price.
For questions, contact us at info@profitise.com or call 888-400-4868.
Frequently Asked Questions
What types of content are the most effective for nurturing commercial insurance leads for agents?
These encompass articles, videos, or webinars elucidating various facets of insurance. By offering educational content, you enable prospective customers to grasp the significance of insurance and its advantages.
What are the pitfalls to avoid when generating new business insurance leads?
The biggest mistake here is the absence of lead tracking. Every business should employ tracking software to see which marketing strategies yield results.
How long does commercial insurance prospecting take?
Prospecting time depends on lead quality, intent, location, business type, and many other factors, so it’s impossible to give you any benchmark. Usually, the bigger the check, the harder it is to convert a commercial insurance lead.
