5 Best Tactics for Insurance Lead Generation

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Even the strongest insurance agents can’t do their job without qualified leads.

You need tactics that don’t just get people into your sales funnel. They must provide the right people in need of insurance coverage of which you are a specialist.

And to form a strong bond with a lead, you need to build trust. Smart insurance lead generation tactics can increase your close rate and start attracting qualified leads who trust you and want to work with you.

Below, we’ll look at some practical insurance lead generation tactics and ideas you can use to inspire you.

Now, here’s how to start generating more insurance leads.

Generally speaking, insurance prospects are prospects who have requested quotes for insurance projects from you or expressed a desire to work with you in any other way.

Depending on your budget and your lead generation tactics, there are many lead options available to you.

And as an insurance agent, you’ve probably come across a few different types of insurance leads you can buy, like:

Real-Time Leads – Leads that come to you, usually after completing an application form. Real-time leads usually cost more, but also have a higher payout.

Live Transfer Leads – The process of transferring a live call between a lead and a call center representative to a call buyer who then speaks with the prospect. Typically, the call center receives an incoming call or an outgoing call to connect with a lead.

Research Insurance Leads – A direct result of the prospect’s search for insurance on the Internet, such as paid Google ads or Search Engine Optimization (SEO) clicks.

Exclusive Insurance Leads – Leads sold only to you.

Shared insurance leads – Prospects sent to multiple contractors. Depending on the filters you use with leads, you may acquire leads that other agents don’t want due to their filter types.

    1.  SEO-optimized educational content about your insurance services

When focusing on SEO for insurance lead generation, consider niche. The more precise, the better. Think about your solution (different insurance claims, process, know-how) and who it is for.

Then, write educational content about the process a prospect should go through when requesting a quote, or the information they need about what’s behind the process. Tools like Writesonic can be invaluable here

For example, consider the type of person who would seek home insurance.

Probably someone who is planning to buy their first home and wants to know how much the insurance will cost, right?

By offering free and educational resources related to this topic, you can attract ideal customers directly to your website. You can also create interactive insurance calculators or online web forms that take your prospect’s information and send an instant quote directly to their email address.

When it comes to optimizing your website for SEO, having fast loading times and up-to-date technical site optimization is essential. Using minimal add-on scripts, plugins, using a dedicated server, organized backup management helps maintain a lightning-fast, SEO-optimized web presence. To ensure that your website ranks well in search engine results and attracts organic traffic, partnering with a web design company is paramount.

      2.  Cultivate insurance leads through email marketing

Once you have established your list of email subscribers, it is essential to optimize your email marketing strategy.

This may include:

Personalization of your emails.

Experiment with sending time and days for maximum email open rates.

Give more incentives and exclusive email content to make your prospects want to work with you.

Then you can start automating your email flows to generate valuable leads on autopilot.

If you’re an advanced digital marketer looking to create complex automation, check out our webcast/podcast episode on Marketing Automation with ActiveCampaign: Video Overview and Audio

Email marketing is directly related to the point above.

Once you have prospects who come to your website regularly, the next step is to collect their contact information and retarget them via email (a step-by-step guide to mass emailing using a bulk email sender).

This works especially well if you have lead magnets or other valuable content that sends you regular emails.

Here are some insurance lead generation ideas to grow your email list:

  1. A registration form on your website.
  2. Discounts on some of your insurance premiums.
  3. E-books or more valuable content that prospects need an email to read.

3. Customer Service Chatbots to Educate Cold Leads

Customer experience footprint is more important than ever. Customers have a short attention span and want their questions answered immediately. And with the growth of digital technology, online chatbots for websites now have plenty of use cases for Customer Service in the insurance industry. Chatbots can identify a user’s intent and extract data as needed!

They are also available 24/7, can handle many conversations at once, and automate much of your repetitive customer support work. Some common use cases for chatbots for insurance companies include:

  1. Provide custom quotes to new customers.
  2. Answer questions from policyholders or common questions about insurance policies.
  3. Redirect users to relevant content or webpage.
  4. Help users file insurance claims.
  5. Give potential customers all the information they need to buy insurance products.

There are many free and paid chatbot tools and you don’t need any programming knowledge to get started. Tools such as:

  • AI
  • Chatbot adrift
  • agentbot
  • Snatchbot
  • HubSpot Chatbot Builder
  • Chatfuel
  • MobileMonkey
  • Crisp

Essentially, you can create chatbot feeds with curated content, strategies, ratings, and other information based on what the user requests. Then the bot will detect some of the common words or questions and respond accordingly with a preloaded answer.

      4.  Social proof to convince new website visitors

Leveraging social proof and customer feedback is another proven marketing tactic in the insurance industry. The principle is simple: social proof refers to any piece of evidence that supports your claim or the success rate of previous customers.

Social proof includes customer reviews, testimonials, and even social actions that make it easier for your prospects to gain trust and help you win more customers with marketing psychology.

  • Here are some types of social proof you can leverage for your insurance business:

Case Studies – In-depth analysis of the product, service or process you have provided to current or previous customers. Show what the main pain points were and your process for resolving them.

Testimonials – Client referrals that demonstrate your qualities and why people would want to work with you.

Reviews – Reviews are like more objective testimonials. Reviews are usually collected and managed by a third party without the company being involved in the process.

Trust Icons – If your insurance company was listed or covered by a high-authority branded website, you can add their logo to your landing page to build trust. Check out this example to see how Lemonade Insurance leveraged social proof and other lead generation tactics mentioned in this article to go viral.

Data and numbers – Another strong form of social proof. You can mention how many clients you’ve served in the insurance industry, how many years you’ve worked in the industry, how much money you’ve saved your clients, and more.

      5.  Use Online Insurance Web Forms to Convert More Leads

Online web forms are ideal for collecting inquiries about your policy quotes or other insurance claims information. As an insurance agency, you probably pride yourself on the personalized insurance advice and service you provide to your clients.

But let’s say one of your prospects wants to file a claim on Sunday, while you’re out of the office.

With integrated web forms, your customers don’t skip a beat. They can simply fill out your forms to submit a claim at any time of the day.

Then, depending on your type of online form/ Insurance Leads app, they will either get a response immediately, or you will receive an email alert so you can contact them as soon as possible.

A multi-step form (like the example above) can ask your prospects the following questions:

What insurance do you need?

How long do you want the policy to cover you?

When do you want the coverage to start?

What is your current annual income?

Please enter your personal data (name, contact details, address).

Naturally, the questions are fully customizable and interactive.

So you can even set up your forms so your prospects get an instant response as soon as they fill out your form (e.g. insurance calculator or real estate appraisal) or for you to pull their data and get back to them later.

Be sure to check out our complete guide to landing page forms to learn how to capture more leads with your web forms and some best practices as well.

Overall, web forms are a great way to capture more new visitors to your website and extract more specific information from them.

Use LeadGen App as your insurance leads app to start converting up to 5x more traffic into leads and new customers with professional looking web forms, featuring templates specifically designed for the insurance industry.

Now, let’s take a look at some live insurance lead generation websites, insurance lead apps, and brands that use strong lead generation tactics.