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