4 Ways to Generate Leads that Aren't Referrals

By Allison Babberl on January 10, 2017 in Lead Generation

4 Ways to Generate Leads that aren't Referrals

Looking for Leads?

One of the most critical parts of having a successful business is the growth you experience every year. We know lead generation is one of the most challenging parts of your job, and sometimes the least fun part, too. Collecting and acting on referrals are a fantastic way to grow, but there are other viable lead generation options you can utilize. 

Generating Leads

Before we continue, I do strongly suggest that you ask for and pursue referrals because they are a strong lead generation source for you and your company. Also, referrals have a 6x higher close rate than other lead sources. 

However, most agencies are not able to grow at the rate they’d like on referrals alone, so today we’re going to discuss 4 other lead generating options. 

Paid Online Marketing.

We’ve spoken a lot about online marketing and it’s something you should seriously consider as our world becomes more digital. But how does it work?

  1. You create an ad for social media or search
  2. You set a budget for the ad
  3. You select your targeted audience (based on gender, age, location, profession, etc.)
  4. Your ad is displayed to those that target audience
  5. Each click and impression deducts a certain amount from your overall budget

This is a simplified explanation, but it’s a generalization of how the process works. In addition, there are different types of ads you can buy:

  • Social Media Ads: These are ads you purchase through social sites such as Facebook, LinkedIn, Twitter, etc. These ads are those that show up in your newsfeed noted with “sponsored”. Learn more about social ads and how to set them up in our free eBook Social Media for the Insurance Agent.                   
  • Search Ads: Search ads are the ads that appear at the top of the list when you type something into a search engine like Google or Bing. You can advertise on both by purchasing ads through Google AdWords or Bing Ads, but remember, the vast majority of people use Google.

These are brief descriptions, but you can learn more about social ads and how to set them up in our free eBook Social Media for the Insurance Agent.  And to learn more about what Google AdWords is and how to set them up , watch this short video from Ryan Masters:

YouTube

Food for thought

50% of the banner ad clicks are made by mistake and over 54% of people find them untrustworthy. In general, banner ads are not mobile-friendly and are generally disliked (33% of users find them intolerable). When purchasing ads, consider staying away from a banner ad.

Networking.

Networking includes a lot of things like attending tradeshows, giving presentations/speeches at shows, and joining local associations. The best part of networking is that it allows you to connect with like-minded individuals in-person who could be assets down the road. The important part is that it’s face-to-face, which 99% of people find essential for long-term business relationships. Using these connections, you could gain leads based on their professional referral to their client.

Buy leads.

Buying leads can be a touch and go situation; it just depends on the quality of the lead and the lead vendor. You need to be careful and seriously vet the vendor from which you are buying because you’d hate to spend a significant chunk to receive absolutely nothing. Here at AgencyBloc, we’ve integrated with ProspectZone and NextGen Leads so our clients can directly integrate the leads they buy from those vendors into our system. 

Q&A Sessions.

These provide you with the unique opportunity to talk face-to-face with a large group of your ideal clients. For example, I used to work at a retirement home, and every year during Annual Enrollment Period (AEP) we would have different senior insurance providers come in and hold Q&A sessions for our residents. They’d set up shop, provide snacks, and talk through all different options our residents had available to them. After their 30 minute presentation, they would hang around for as long as needed to answer different questions our residents had. 

This was a great way for our residents to build that personal connection and establish trust with these salespeople so that they had a better idea of who they wanted to work with in the future. The firm would hand out business cards and infolets emblazoned with their logos and contact information so that our residents could easily figure out how to contact them should they so choose. These sessions were the perfect way for those firms to gain potential leads because they were the exact client they were looking for, and our residents would definitely need their services sooner or later. 

Stay Top-of-Mind

Regardless of how you acquire your leads, you need to ensure that you are courting your prospects and giving them the attention they need. Using AgencyBloc’s Automated Workflow feature, you can nurture your lead from prospect to client and stay top-of-mind with consistent, valuable communication. In addition, track how prosperous each of your lead generation tactics are so you can make more informed decisions in the future with AgencyBloc’s Dashboard Analytics

How to Convert More Online Insurance Leads eBook

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  2. lead generation
Allison Babberl
Allison Babberl

Allison is the Marketing Content Specialist at AgencyBloc. She creates educational content and designs videos to promote AgencyBloc's resources to help you organize, automate, and grow your insurance agency. Favorite quote: “Conversation is the bedrock of relationships. Without it, our relationships are devoid of substance.” -Maribeth Kuzmeski More articles

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