As a commercial insurance agent, you understand that new leads are essential for growth. However, in a highly competitive industry, getting high-quality leads on a consistent basis can be tough.
This informative guide covers the best techniques for generating commercial insurance leads, from digital marketing to working with trusted partners like Benepath.
Now let’s get started so that you can get the leads you need to be successful and grow your agency!
The Importance of Lead Generation for Commercial Insurance
Without a consistent flow of new clients, it’s nearly impossible to expand your business and maintain a stable income. That’s why for commercial insurance agents, lead generation is the foundation of a successful business.
Here’s some of the top reasons why lead generation is so important in this field:
- Promotes Business Growth: Having a constant flow of commercial insurance leads, guarantees that your agency will always have interested prospects in the sales funnel. This enables you and your colleagues to enroll new customers, helping to increase your businesses revenue.
- More Time to Focus on Prospects: When there’s always a fresh pool of prospects coming your way, you won’t need to dedicate as much time to marketing efforts. In turn, you can concentrate on nurturing these prospective customers, and forming long lasting relationships.
- Expands Market Reach: While your business may focus on certain areas, demographics or segments of clients, having an effective lead generation strategy helps you reach businesses outside of your network.
- Maintains Revenue Stability: By consistently producing leads, you establish a reliable revenue stream that minimizes the impact of departing clients.
6 Proven Tactics for Commercial Insurance Lead Generation
To thrive in the commercial insurance space, it’s necessary to take a multifaceted lead generation approach. Here are 6 proven strategies to consistently create high-quality leads:
#1 Improve Your Online Presence
We live in a digital era. That means having a strong online presence is key to gaining qualified leads. Here are some actionable tips to get you started:
Optimize Your Website for SEO: Having a website that functions properly isn’t enough. You need to go the extra mile by optimizing your site using search engine optimization (SEO) best practices. This means targeting keywords that are relevant to your business and creating informative content surrounding them. SEMRush is a great tool to perform keyword research.
Additionally, make sure that your website runs smoothly, is user-friendly, and optimized for mobile devices. For a more in-depth look at SEO best practices, check out our article: Mastering SEO to Increase Your Client Base.
Google My Business: One simple thing you can do is make sure your business and services are listed on Google My Business. This is the section on the right hand side of the results page that pops up searching for a specific business. Listing your company’s information, means your business will show up in local searches and prospects won’t have to search for your phone number or address.
Educational Blog Content: Writing blog content about topics that are relevant and interesting to your target audience, increase trust and promote your business as an industry expert. When writing blog content, be sure to include your target keywords several times throughout the text. This will help to increase your organic search rankings.
#2 Use Social Media For Networking Opportunities
Social media, particularly LinkedIn, can be an effective tool for networking, and connecting with business owners:
LinkedIn Outreach: Take the time to reach out to business owners, CFOs and HR managers. Instead of simply sending messages asking if they need a policy, first, assert your industry knowledge by sharing useful content or information.
Targeted Advertisements: Social media sites like Facebook and LinkedIn have ad platforms that offer segmentation tools, so you can target highly specific groups of people. Keeping this in mind, create ads that are tailored to specific job titles, and industries. Doing so makes it easier to track down the businesses that are ideal for your agency to work with.
Become a Member of Industry Groups: Join various online communities related to your industry and niche. Facebook and LinkedIn groups are a great place to start, but also consider alternatives such as Reddit or other message boards. Once a part of these groups, be sure to actively participate in discussions. Doing so can lead to valuable connections, and even new leads.
#3 Utilize Benepath’s Lead Generation Services
It takes a lot of time to generate a decent volume of high-quality commercial insurance leads by yourself. Instead, consider partnering with an insurance lead generation company like Benepath. Here’s what you get when working with Benepath:
- Exclusive Leads: You won’t have to compete with other agents for the same prospects because Benepath offers leads that are exclusive to one buyer, and one buyer only.
- Pre-Qualified Prospects: Benepath’s multi-step authentication process ensures that every lead is genuinely interested, cutting down on time wasted on subpar leads.
- Consistent Lead Flow: Benepath offers customizable lead packages, so you choose how many leads you want and how often. This means you’ll never run out of interested prospects.
Benepath does all the heavy lifting, delivering pre-vetted, exclusive leads directly to your CRM, so all you have to do is focus on closing deals.
#4 Create Email Marketing Campaigns
Email marketing is a low-cost strategy to build relationships with potential customers and stay on their minds over time.
Segmented Email Lists: Group your leads according to industry, company size, or engagement level. Then in turn, develop customized email campaigns with different messages tailored to each group. Use A/B testing features to experiment with different wordings or concepts.
Drip Campaigns: Drip campaigns are a series of automated emails that are triggered when someone completes a certain action on your website. For example, a drip campaign may start when a prospect fills out a data form. In addition to using these emails to recommend your services, share educational content like articles, guides and videos to help build trust.
Monthly Newsletters: To help build a dedicated following, send out monthly emails with relevant topical information. This could include updates on industry legislation, coverage alternatives, or case studies to demonstrate your knowledge.
#5 Attend In-Person Networking Events
Attending industry events allows you to meet potential clients in person. In person interactions oftentimes lead to stronger bonds, and instill prospects with a sense of trust and confidence:
Networking Events: Attending industry conferences may lead to connections with like-minded individuals which could result in valuable leads. Additionally, attend local events and meet with business owners to establish yourself as a helpful community member.
Speaking Opportunities: Establish yourself as an expert by speaking at industry events or holding workshops on business insurance. Sharing important ideas and solving frequent challenges with business insurance will help you gain credibility and attract potential clients who view you as a trusted advisor.
Sponsorship: Sponsoring industry events raises brand awareness and provides direct access to potential customers. By associating your brand with events that attract business leaders, you can increase networking opportunities and demonstrate your dedication to the industry.
#6 Invest in Pay-Per Click (PPC) Advertising
PPC ads are a great way to attract individuals who are actively searching for commercial insurance policies. Here are a couple basic methods:
Google Ads: When using the Google Ads platform to place ads, focus on high-intent search terms like “commercial liability insurance” or “business insurance quotes.” By targeting business owners who are actively online searching for insurance solutions, you’ll increase your chances of getting new prospects who are ready to make a purchase.
Optimize Landing Pages for PPC Traffic: When using PPC advertising platforms, it is important that you create landing pages that align with the ads. Additionally, landing pages should be user-friendly so that it’s easy for individuals to request your help. To get the most out of your landing pages, use language that’s similar to your ads, create clear call-to-action messages, and put your contact information in an obvious place.
Grow Your Business with Consistent, Quality Leads
Generating high-quality commercial insurance leads isn’t easy, but it’s critical for long-term success in a highly competitive industry. By using digital marketing techniques, networking tips, email campaigns, and trust lead generation partners like Benepath, you’ll have no problem building a strong pipeline of prospects, who are ready to convert.
Are you ready to take the next step in transforming your team’s lead generation efforts? Contact us today at (888)-684-3121, or fill out our quick data form to get started.
Want to learn more tips about being successful in the insurance industry and generating high-quality leads? Check out our resource library today!
