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Everything You Need to Know to Start Your Insurance Business Online

Insurance Agent Development
Nov 30, 2021
7
minute read
Janet Hunt
Everything You Need to Know to Start Your Insurance Business Online

Selling insurance online can be a great way to get your insurance business up and running. If you don’t like the thought of having to run down leads by cold calling or going door to door, an online insurance business could be the perfect solution. 

Still, there's more to it than setting up a great website and waiting for the sales to roll in. You need an effective method for converting online leads to sales. Let’s go over a few helpful tips on making your online insurance business a success.

What's Different About Selling Insurance Online?

If you've already worked as an insurance agent, you've likely had many face-to-face and telephone conversations with clients. However, in a digital environment, you don't have the same direct, personal interaction between yourself and the client. That's why your website must make a great first impression, create trust, and clearly communicate what you have to offer to prospective clients.

The website should also have informative content and be easy to navigate. If a prospect has a pleasant experience on your website, the client will either (a) buy insurance from you right away or (b) come back to learn more about your insurance products. And once you have satisfied customers, they'll likely share your website with friends and family, increasing your sales opportunities.

What You Need to Get Started

Thanks to the internet, you can work from anywhere selling insurance online — no more stuffy work suits (unless you're into that). Of course, you may still have to do some face-to-face meetings if the online client requests it, but for the most part, you can work from the comfort of your own home. For clients who do want a face-to-face meeting, you will need to ensure you have reliable transportation.

If you aren’t licensed already, you’ll need to obtain your insurance license first. You should do that before you even think about building a website. You have to have the product knowledge to convince clients to buy insurance from you. If you don’t have a sales background, you may even consider taking an insurance sales course. 

How To Succeed Selling Insurance Online

Here are a few of the essentials you’ll need to succeed in selling insurance online.

Create a great website

You want your website to do everything you would do in person for prospective clients and more. It needs to be eye-catching and easy to navigate, as well as informative. Here are some things to keep in mind when designing your insurance website.

  • Design your website with a logical flow. Make it easy for clients to find what they're looking for on your website, including what insurance products/services you offer, an “about us” page describing your insurance business, informative insurance content, and how to buy a policy.
  • Provide an online quote option. Anyone visiting your website is potentially interested in buying insurance. Therefore, you have to provide an online quote option to capture this opportunity.
  • Pay attention to your website’s loading speed. Make sure your website loads quickly and is friendly for mobile users. If prospective clients have to wait forever for your website to load, they'll take their business elsewhere.
  • Make your website visually appealing. Use an eye-catching color scheme that's pleasant to navigate. If your website is hard on the eyes, your users won’t stay long before moving on. Make text easy to read but not too bold. On the other hand, it's okay to enhance a call-to-action or a “get a quote now” key.

If this all seems like too much, or if you want to make sure your website looks professional and is user-friendly, consider hiring a professional website designer.

Learn more about why your agency should have a website and how to get one set up.

Generate traffic and deliver a great user experience

More visitors to your website means more prospects — aka more opportunities for sales. Here are some ideas on ways to increase visitors to your website.

Optimize for search engine optimization (SEO)

For people to find your website, it must come up in their search engine results when they look for insurance online. Using SEO increases your website’s visibility by helping it rank higher in search engine results.

One way of using SEO to optimize your website content is by using relevant keywords like “buying insurance online” or “insurance policy.” You can also use location keywords that will help insurance customers in your area find you. 

Learn more about SEO tips and best practices for insurance agents.

Provide informative content

Search engines like Google want to point customers to websites that show themselves as authorities on a subject. One way you can establish yourself as an insurance expert is by producing informative content. Your website content should be SEO optimized, but more importantly, provide answers to prospective clients’ questions about insurance. Google prioritizes websites that provide original content that is updated regularly.

Use Quality images and graphics

By using quality images, you make your website’s content easier to read. It helps break up blocks of text, is pleasing to the eye, and connects with visitors on an emotional level. Use images that will add to or clarify your message and add emotional depth to your content. Be sure to get permission and correctly caption and credit any images you use on your website. If you do not properly credit images on your website, you could violate the Digital Millennium Copyright Act (DMCA).

Optimize your website for mobile traffic

If you're not considering mobile device users when designing your website, you will miss out on a large percentage of potential insurance customers. According to recent data from the Pew Research Center, 97% of Americans own a mobile device, and another 15% only access the internet via their smartphone.

Websites designed for mobile device users load quickly and do not contain excessive plugins or popups that would inhibit navigation on a smartphone or similar device. Another thing to keep in mind: Your website will not rank highly on Google if it is not friendly to mobile users. Thankfully, Google offers a mobile website speed testing tool to see how your site scores on mobile speed and recommends actions to improve website loading speed.

Develop an effective sales strategy

While having an online insurance business may mean you can spend less time cold calling or going door to door, you will still have to work your way through the sales funnel to convert leads.

Not all leads will end up as final sales — much of it will depend on your ability to close the deal. Here are a few tips to make your sales strategy more effective:

  • Optimize your website. Your online leads obtained from your website will be the main source of income for your insurance business starting. For this reason, you need to do everything you can to optimize your website to attract more visitors than will potentially become new sales. Use the steps above to get your website in the best possible shape to attract new leads.
  • Sell value. Insurance is something intangible. You can’t hold it in your hand. Simply put, insurance is nothing more than a promise to pay. You have to demonstrate the value of that promise to potential clients and show how your product is better than your competitors. Be able to demonstrate the value of having peace of mind and how your product can deliver it.
  • Be a storyteller. Telling a story is one of the most effective sales methods of getting your point across to potential clients. Ask questions to clients to find out what is important to them and what their concerns are. Then you can show the clients how your insurance product will provide a solution to their problems. On your website, share examples of how your insurance product can make a difference.
  • Keep your client’s best interest at heart. The most expensive policy may generate the most commission for you, but it is not always the one that's in the client’s best interest. You want to sell your clients a policy that provides the benefits they need at the most reasonable price. If your customers sense you have their backs, they will trust you and keep coming back for their insurance needs.
  • Follow up. You are not going to make every sale in insurance. Regardless, you should follow up with the customer. This is even more important when your sales are online and you won't be seeing the customer face-to-face. You must follow up to prevent losing the customer's initial interest in your insurance products. Emails and phone calls work as effective follow-up methods for online customers or, better yet, you can try conference calls through Zoom or another online meeting application.

Don’t give up if the client isn't receptive to your follow-up and you do not make the sale. Thank the client for their time and let them know that they can always revisit buying insurance from you if their situation changes.  

If you do make the sale, send a note of thanks and keep in touch. You are creating goodwill and generating return customers by following up after the sale.

Maximize Your Income With Qualified Leads

Starting an online insurance business isn’t difficult, but it does take some work to succeed. You will need a steady stream of qualified insurance leads to maximize your income.  

So, while you are waiting to become an established online insurance business, why not make life easier by having Nectar provide you with real-time insurance leads who are looking to buy insurance? We go the extra mile to vet leads and deliver ones to you who are looking to buy. That way, you can focus on growing your online insurance business and not stress having to generate leads at the same time.

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This article reflects the features of Nectar as of the date of publication. Features are subject to change at any time. This article is meant for informational purposes only, it is not a guarantee that using Nectar will help you achieve specific business or financial results and is not intended to serve as the sole recommendation for any business financial decisions.

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