September 10, 2024 - You’ve invested in your paid search leads, but are they actually paying off?
As Ernie said in our Melon Minute video above, you may not realize it, but quality leads may be hiding in plain sight, including places like day-to-day conversations with customers, your social media and Yelp.
Let’s take a deeper dive into our lead follow-up tips so you can start closing more leads than ever before!
Tip 1: Strategize Your Follow-Ups
Lead generation isn’t just about sending sales pitches — it’s about tailoring your communication to meet the specific needs and interests of each customer.
Refer back to previous conversations or specific products a lead showed interest in. If they previously inquired about auto insurance, for instance, consider following up with information on new coverage options or special discounts. Additionally, pay close attention to life events that may prompt a need for new coverage later down the road. Examples may include:
- New home purchase
- Newly licensed driver
- Expecting a new child
- Retirement
Timing is crucial when it comes to follow-ups. Perhaps when you first reached out, the timing wasn’t right, but now, with changes like a rate increase from a competitor, a lead may be more inclined to make the switch. By strategically planning your follow-ups and being aware of market shifts, you can position yourself as the preferred choice when the time is right.
Tip 2: Communication is Key
Emails, phone calls, and text messages are the traditional avenues for follow-ups but don’t forget the power of social media. You can reach out to potential customers by DMing them on platforms like Facebook, LinkedIn and Instagram. Yelp lets you respond directly to leads within its platform through calls and texts, and a recent foray into artificial intelligence may soon drive more customers your way. Google’s recent removal of some messaging features could also mean they’re paving the way for new AI features with Gemini that may be able to drive more leads.
The frequency of your follow-ups is just as important as the channels you use. A well-timed email or text message can keep you top of mind without overwhelming them.
If applicable, mention that a mutual contact referred you whenever possible, as this can help establish immediate trust and credibility. By being active in your local community through events, sponsorships, or social media groups, you may be able to increase your visibility and make it more likely that people will seek you out when they need insurance.
Tip 3: Master Your CRM
Your CRM system is one of your most powerful tools for follow-up, but it’s only as good as your team’s ability to use it. Mastering your CRM can lead to seamless follow ups and, ultimately, more closed deals.
Use your CRM to automate follow-up reminders, schedule emails and track customer interactions. This not only saves time but also ensures your follow ups are consistent and timely. Automated workflows can be set up to trigger follow-ups based on specific actions or time frames, keeping your pipeline active without requiring constant manual input.
Encourage your team to document every interaction with a lead in your CRM. This includes notes on a lead’s preferences, concerns and any significant life events. Detailed notes allow for personalized follow-ups, showing a lead that you’re attentive to their needs and invested in their journey.
Use the data and insights provided by your CRM to identify trends in your follow-up process. Are certain types of leads responding better to specific follow-up methods? Is there a pattern in the timing that yields higher conversion rates? By analyzing this data, you can continuously refine your follow-up strategy to increase effectiveness.
Fresh, Quality Leads Await with Melon Local
You run the best agency in town, and we’ll make sure everyone knows it through our proven, localized marketing strategies including finely tuned Google and Microsoft Ads that speak to your goals. Book a demo today to find out why over 2,000 agencies count on Melon Local for digital marketing needs!