How to Make a Great First Impression with New Leads
Welcome to the first article in our series on how to work with leads from Commercial 360. In this guide, we'll focus on the most important step: reaching out to new leads right away and making a great first impression.
Why You Should Call New Leads Immediately
💡 Scientists agree that it takes anywhere from seven seconds to just one tenth of a second to make a first impression. Use the appointment confirmation call to make a strong first impression that will last a lifetime. Or just do nothing and make a bad first impression in zero seconds flat!
1. They Just Talked to Us
Fresh in Their Mind: The person just had a conversation with our team about their insurance needs.
Good Timing: Since they picked up our call, they're likely available to talk.
2. Show You Care
Be Responsive: Calling quickly shows you're eager to help.
Stand Out: Many agents wait; by acting fast, you set yourself apart.
3. Build Trust Early
Personal Connection: Introducing yourself right away makes the relationship more personal.
Answer Questions: They might have immediate questions you can help with.
4. Improve Show and Conversion Rates
Increase Show Rates: Our data shows that prospects are up to 70% more likely to be available at the scheduled time if you personally confirm the meeting.
Start 1 Step Ahead: By gathering their documentation before the scheduled call, you can focus on using the call to build value and understanding their needs instead of collecting paper work.
How to Make the First Call
Even if they asked us to call back at a later time, it's okay to reach out now. Here's how you can do it:
Example Script:
"Hi [Client's Name], this is [Your Name] from [Your Agency]. You just spoke with [Our Team Member's Name] from my team. I know we're scheduled to talk on [Date and Time], but I wanted to introduce myself, put a voice to the name, and save us both some time by getting some info from you that will help me be ready with an accurate and competitive quote by our scheduled call. I'm going to send you an email from my official email so you can know I'm real and look into me online if you'd like; can you reply to that email with a copy of your current insurance policy so I can get started looking for gaps and opportunities to get you a better rate?"
Tips for the Call
Be Friendly and Professional: Use a warm tone and be polite.
Acknowledge Their Time: Mention that you know they wanted to talk later.
Explain the Benefit: Let them know that getting started now helps you serve them better.
Keep It Short: Respect their time unless they want to chat more.
Asking for Their Current Policy
Why It's Important: Having their current policy helps you provide accurate quotes.
How to Ask: Politely request they send over their "declarations page" or summary of coverage.
Assure Them: Let them know their information will be kept secure.
Making a Good First Impression
Be Genuine
Show Interest: Let them know you're there to help with their specific needs.
Listen: If they share any concerns or reasons for switching, pay attention.
Be Helpful
Offer Value: Explain how you can possibly save them money or provide better coverage.
Follow Up: Send a friendly email after the call summarizing any next steps.
Why This Matters
Sets the Tone: Your first interaction can influence their decision to work with you.
Builds Trust: Being proactive shows you're reliable.
Creates Opportunity: You might uncover other ways you can assist them.
Conclusion
When you receive a new lead from us, don't wait—call them as soon as you can. Making a quick, friendly call helps you make a great first impression and increases your chances of turning that lead into a long-term client.
Once you've made a good first impression (which should take less time than you spent reading this article) the next step is to have a discovery call and uncover why they are interested in reevaluating their insurance. Check out our next article on WHY people change their insurance, and then after that we'll chat about how to use this information to build more value and close business that might have otherwise slipped through the cracks.