Generating new business can be a challenge under any circumstance, but particularly in 2020 when we’re living in a global pandemic! Fortunately, we are connected more than ever with the internet, social media, and video platforms. Bringing your business in front of new eyes is only a few steps away.
In order to save your valuable time, take 3 minutes to read through this guide. You’ll get a good introduction to some of the many ways you can generate new leads online, and then choose what you think will work best for your schedule, budget, and unique business.
97% of Internet users search for local businesses online, with local content amounting for as many as 73% of all online activity according to Simply Business.
We’ve helped dozens of agents over several insurance industries. Every step along the way, we’ve helped grow the bottom line for each company we’ve partnered with.
We help independent agents in three ways.
Web Presence: Developing a site that converts your target audience into committed clients.
Content Creation: Engaging with your current and prospective clients through blogs, social media, and email campaigns.
Digital Marketing: Leveraging paid and free channels to bring more leads in.
We drives real results. We’d love to help you continue in your upward trajectory. Let’s connect!
1. Boost Your Web Presence
Having an online presence is essential in today’s global market. Your online presence is now your calling card: Something prospective clients will check out before they even call you. Making sure your business is easy to find, informational, and helpful is important.
The first step towards having a presence online is your website. While your website doesn’t need to be extensive, it’s important to have your services, credentials, testimonials, and contact information. Agents with more relevant and engaging content will be more likely to convert prospective clients into active clients. There are many ways to catch attention, which we’ll discuss further here.
2. Content Marketing
Educational, informative, positive, and engaging content gives your business the opportunity to interact with prospective and current clients. Content can run the gamut of testimonials, industry news, special offers, your experiences as an agent, tips for clients, and a whole lot more in the form of photos, videos, blogs, newsletters, and social media.
Creating content can be time consuming, but working with a marketing agency and leveraging influencer outreach can maximize your efforts. Maintaining active content channels will attract a prospect to your business, inclining them to contact you or book an appointment to learn more about what you offer.
Webinars are increasingly popular due to their ease in set up and affordability. Hosting webinars from your office is a great way to offer prospective clients something of value. First, they get to meet you and witness your passion. Prospective clients feel at ease because they don’t need to leave the comfort of their own home. Secondly, they’re primed for your pitch and eager to learn more.
Think of a topic you’re passionate about that is applicable to a wide audience. Host the webinar several times over the course of a month to give individuals flexibility in signing up. This is a great way to gather email addresses for your mailing list, too!
Blogging is a great way to generate quality content that informs. Focus on topics that you’re routinely asked about. Maybe it’s life insurance or Medicare. Blogs don’t need to be long, 300-600 words is great! Writing about something relevant is a great way to attract new clients to your website through links and search engines.
When blogging, it’s vital to keep your target market in mind. The individual searching on Google likely has the same questions and concerns that your current clients had. Be sure to address those topics in your blogs to satisfy the reader, and make sure to include key words throughout the blog to meet search engine optimization (SEO) standards. Don’t forget to finish each blog with a call to action! You always want clients to be able to reach you as quickly as possible.
When you search for something on Google, Yahoo, Bing or basically any search engines, you’ll notice the ads and sponsored listings that show up above the organic results. This is paid advertising, and it can be a great way to drive traffic to your site.
Google Ads and Facebook Ads are two of the easiest and most effective platforms to use for paid advertising. You’re able to set your limits on budget and choose your own key words to funnel your target audience. It’s easy to change or alter your ad based on your results, and you’re never locked in to any contract or length of time.
Additionally, you can build an ad to appear for a specific audience demographic and geographic location. They can also be used to reattract past visitors back to your website.
6. Search Engine Optimization (SEO)
Search engine optimization is the process of improving the quality and quantity of website traffic to a website or a web page from search engines. In other words, every time you search for something (like, “ice cream New York”) a website that has the words “ice cream” and “New York” will rank higher than one talking about french fries in Atlanta. Articulating what your business’ key words are is the first step to optimizing your site for search engines.
Always start with keyword research. Don’t assume that you know what consumers want. You likely understand your industry jargon. But your prospects might use different terms than trade colleagues to refer to your services or goods. Keyword research provides an understanding of the words and phrases that consumers use to find your products. It also helps to gauge the demand for them. It identifies the keyword themes that real searchers use in their search queries. Once you’ve got a solid list of keywords, sprinkle them throughout your entire website!
7. Email Newsletters
Collecting the email addresses of prospective and current clients is one of the most valuable assets you can acquire. While social media apps rise and fall the trends, email is the most reliable way to connect with your target audience. Keeping regular, positive, and informative communication with your community is what nourish your business for the long haul.
Newsletters can be sent out as little as once a month or as much as twice a week. No matter how often you send them, make sure your content is always of quality and value — no one needs more flooding in their inbox! Provide information about the services you offer, industry news that’s relevant to your clients, links to your latest blogs and social media posts, and even anecdotes from your day-to-day. Encourage conversation and always respond to any emails you receive back.
Doing this ensures your authority in the industry and builds trust with your existing clients or prospects, while earning new referrals along the way.
8. Bonus!! Hire a Growth Team
Step 1 through 7 are a lot. If its too much, we’re here to help. We’re a team of former agents, marketing experpts, web designers and copywriters building a growth engine for insurance agents.
Let’s connect and find the best marketing mix for you and your team!
Need help with any of these options? Not sure where to start? Know exactly where to start but don’t have the time?
We can assist!
Our leads have shot way up since working with Erica the Agent Caffeine Team. We’ve been living off a great book of business and referrals for several years now, but really wanted to take some time to modernize our sales approach and business. We definitely met that goal with Caffeine. Our website looks so much better and we actually have a marketing plan!– Rachel LaRochelle