Following Up with Internet Leads

Following Up with Internet Leads

If you are hoping to increase your sales, you can really do so by thinking about how you follow up with Internet leads you purchase. It’s surprising how much you may be able to increase your business just by considering some simple techniques.

How to Follow Up

Fast follow-up. Due to the amount of competition and the sluggish sales these days, you most likely will want to be sure you follow up in a short amount of time. When you purchase search-generated leads the information you receive is from people who are actively shopping. Following up right away is the best way to reach these motivated buyers. Unlike direct mail leads or purchased lists, you cannot wait a week or 10 days to follow up.

"Unlike direct mail leads or purchased lists, you cannot wait a week or 10 days to follow up."

By following up this quickly, it’s much more like that you will get the business from the person requesting the information if you do so quickly. Most people do not want to have to wait on anything these days and a great way to ensure you don’t lose potential business is to act quickly on things.

Follow up again. Another successful technique is to avoid the initial rush and competition and wait a few days before following-up. Some of these prospect will have already purchased insurance but many will still be looking. By waiting until after the initial rush you’ll get to have a better conversation with a more relaxed and informed customer.

One more time. Some agents report great results following up a month later with cross-sell products. If you purchased an auto lead, try following up a month later to see if they would be interested in saving money on homeowners insurance. Try selling life insurance to health customers.

Tools for Following Up

Consider using email marketing tools such as Constant Contact or iContact to build follow-up campaigns. Many lead management systems and customer relationship management tools also have the ability to set up automated email follow-up campaigns.

No matter how you do it, following up with Internet leads is the best way to see strong returns from your leads investments.