In the insurance business, one of the biggest issues that agents face is closing deals. The traditional model relies heavily on cold calling, but many agents have had to pull back from this method because they’ve discovered that this approach just doesn’t seem to work anymore.
More and more, people have become apprehensive to picking up the phone when getting a call from a number they don’t recognize. They generally let the call ring until it goes to voicemail or they may just block the unknown caller altogether. This is not something that you want to happen to your insurance business.
But, what can you do instead to reach more potential customers? Let’s take a look at two different lead generation techniques and decipher which is better.
What’s the Difference? Buying Insurance Leads vs. Hosting a Webinar
Buying Insurance Leads
Buying insurance leads is exactly what it sounds like: an agent buys a list of leads.
When an agent first purchases a list of insurance leads on the internet, they tend to have high expectations in the beginning. It’s not until many calls later that they begin to realize that purchasing a list may not have been a wise business decision. Calling unresponsive leads can be time-consuming and can cost your business thousands if you aren’t careful. But, some agents still buy lists to this day because the strategy is familiar (and works sometimes).
Hosting an Insurance Webinar
Webinars are a series of educational videos that a potential customer can sign-up to watch to help them decide if your services are right for them or not. Webinars are now considered one of the top ways to convert leads into clients, and they are worth investing in if you are serious about scaling your business. Here are some of the reasons why hosting an automated webinar is the top way to nurture leads and close deals as an insurance agent in 2021.
Fun Fact: Webinars convert 5-10% of their viewers into buyers. (For perspective, the average landing page conversion rate is 2.35%, so having a conversion rate of 5-10% is great!)
Digital Marketing for Insurance Agents: Why Hosting a Webinar is Better
- It’s Automated – Once you’ve filmed your webinar, you can launch it to run automatically from the backend. It appears to be live to your audience, but only you know that it isn’t actually live.
- It Builds Trust – Webinars are a great way to build trust between you and the prospective customer. It gives you a chance to put a face behind the business and allows you to answer any FAQs they may have.
- You Get Valuable Contact Information – Attendees must fill out a sign-up form before attending the webinar. This contact information can be used to send a follow-up email after the webinar and to place that contact in an email nurture sequence over the next few weeks.
Let’s Host Your First Insurance Webinar
If you’ve never launched a webinar, don’t worry. It’s not as daunting as it seems. At KeyWave Digital, we do all the heavy lifting for you so that you can use your valuable time closing deals instead of worrying about digital marketing and lead generation.
Are you ready to host your first webinar? Contact our lead generation specialists to get started on your webinar today!