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[H180]Health Insurance Sales Lead

by Mark Vurnum, Mar

There are a number of ways to generate your own sales lead. Below are the five key methods to sales lead generation.

1) Use direct mail. Direct mail is a great way to contact your prospects to turn them into sales leads. Using a simple offer letter, and sending it to your prospect could to into a sales lead. However, the best type of prospect to use this method on is your existing customers. By sending them an offer that is just for them for a limited time, will result in more sales for your business without having to generate a new lead. New leads are expensive to generate, so first and foremost you should approach your existing customers to generate more business.

2) Use the internet. Got a website? Earnt much money from it yet? Over 83.2% of small businesses are not making any return on investment from their websites. This is due to them not setting them up correctly to generate sales leads. Online lead generation is the quickest , cheapest and most effective way to get more business. With email free to sent, you can use it to generate both sales from existing customers and also use it for dales lead generation.

It is important that you set up your website correctly to get leads. You will need an auto responder to capture data and be abler to broadcast new messages to your visitors. Auto responders are cheap and cost from $20 a month, however I wouldn't recommend using the free services as they are usually unreliable and carry advertising that may distract your customer.

You will need to use a special report to grab peoples attention and get them to part with their details. A special report is a simple guide, like this article, to give some useful information regarding your product or service.

3)Use competitions. Why not run a competition to get visitors to your website or showroom. This tactic is a great way to generate leads for your business. Simply offer a prize in return for their details and ensure that to take part they must visit your website or showroom. You can easily get them to find a special code on your website or complete the form in your shop or showroom to enter. This works really well if you combine it with a special entry offer too. Such things as a big reduction to get them to buy their first purchase from you.

4)Trade shows and exhibitions. These are great places to find more sales leads because the visitors have made the effort to attend the show, so they are interested in what you have. The key to successful sales lead generation is to run a competition and capture as much data as possible and then approach the sales leads after the show. Very few companies actually do this, yet it the most powerful way to maximize a trade show or exhibition.

By allowing the visitor some time to breath after all your competitors attacked them at the show means that they are more likely to be receptive of what you have to say when they are in the comfort of their own home or office, when they attend a trade show or exhibition they are on guard as they know they are going to be sold to. By not selling to them and following up after the show you will get more sales leads.

5) Articles. These simple documents can generate tons of new sales leads into your business. All you need to do is sit down, write an article or two about your business and then submit it the hundreds of article directories there are on the internet. This will get you traffic to your website and as long as you have the data capture page there, you will capture new sales leads.

All in all to ensure your sales lead generation is to be successful you need to ensure you use more than one channel of marketing. If you find a channel that works then increase the exposure of that medium. Sales leads are easy to find all you need to do is ensure you set your proposition correctly to grab all the data you can and get the best value for money from your marketing. Sales lead generation does take some time and planning to execute, but if done correctly can reap the rewards and generation hundreds of new sale leads for you business every month for many years to come.

Your business growth strategy should include a well structured online marketing strategy for sales lead generation and lead nurturing to keep you top of mind with your clients and prospects. Research from Marketing Sherpa shows that 12.5% of leads are normally ready to buy now, 17.5% can be discarded or disqualified and a huge 70% are longer term opportunities worth nurturing.

This is where having an automated lead nurturing program as part of your Online Marketing Strategy can really make a difference to the return on your marketing efforts.

Most businesses seem challenged to keep in constant contact with their clients and prospects. The challenges with nurturing prospects and leads are many and may include:

• There is just not enough time in the day
• You may have many customer relationship products, excel spreadsheets and other data sources to manage and integrate
• Your process to send and schedule emails is manual and requires specific knowledge to be done correctly.
• You may struggle to develop good, interesting material.
• Pressure to improve results immediately pushes nurturing to one side
• Lead qualification and prioritisation is hard and for many is a long process without immediate results.

The longer term opportunities (70%) are in the interest stage of your products and services but as yet do not have the desire to buy. They are in "research" mode. This is typical in the business to business space and can range from 8 to 18 months in duration. For business to consumers this may still be anything up to 3 months or longer.

In contrast, the pressure on sales is to focus on hot prospects, now! They need to close deals for the month or the quarter and do not have the time to nurture possible deals that have a longer opportunity window. Many will probably not even start their buying process within the next 3 months.

A good lead nurturing strategy and system can plug this leaky hole in your marketing and sales pipeline. An automated system, with content well structured in paths can help qualify and score your leads automatically. At the same time, these leads can be automatically fed to your sales team as better qualified prospects.

The biggest mistake that is made is the belief that a monthly email is a lead nurturing program – it is far from it – although it is a good start, particularly if you have limited resources. The right strategy and system will use a combination of electronic, telephone and print to stay in contact with prospects.

The system can:

• Be smart enough to learn when each individual is most likely to open their email and send it at the right time
• Deliver content that they are interested in, from the sales person with whom they are dealing.
• Give you sales business intelligence so you know what your prospects are interested in.
• Seamlessly integrate your email with your website analytics so you can track your prospect's behaviour end to end.
• Integrate with your sales pipeline system - customer relationship management.
• Possibly even tell you about who the company is, before you know who the person is looking at your online marketing.

The bottom line is that if you have an online presence and you don't have a nurturing program in place, you are quite possibly missing out on the 70% that are opportunities for you. They are just not ready right now. You are allowing your competitors into the game, because you don't keep in constant contact with relevant and valuable material.

To improve your sales lead generation, automate your online marketing strategy and your lead nurturing program. You can then take advantage growing your business without significant increases in marketing or business development resources.

Article Source : How to Generate Leads

About Author

Both Mark Vurnum & Michael J Pulo are contributors for EditorialToday. The above articles have been edited for relevancy and timeliness. All write-ups, reviews, tips and guides published by EditorialToday.com and its partners or affiliates are for informational purposes only. They should not be used for any legal or any other type of advice. We do not endorse any author, contributor, writer or article posted by our team.

Mark Vurnum has sinced written about articles on various topics from Business Loans, Property Guide and Lead Generation. Mark Vurnum is the director of morebusiness leads, a company that specialize in developing a for your business. Visit the more business leads. Mark Vurnum's top article generates over 6600 views. to your Favourites.

Michael J Pulo has sinced written about articles on various topics from Lead Generation, Internet Marketing. Michael Pulo and Logged On's enables your web presence by: -Selecting & prioritising keywords for short, medium and long term search engine rank. Michael J Pulo's top article generates over 1900 views. to your Favourites.