On average, it takes about 15 - 30 calls to generate one
good lead. If each call takes up to five minutes, that's around
two hours per lead. If you need solid leads with good information,
and if you're trying to grow your business, do you have the time
to make all those calls? Most agents will readily admit that they
hate cold calling and see it as a waste of their valuable skills.
The option is to find a telemarketing company that targets your
market, such as small businesses or a specific industry or
individuals. They can tele-market to a designated area only so that
the leads will be solid. If your business offers several types of
insurance, it's a good idea to work with a telemarketing group
that has experience with the same lines.
In addition to asking to see a telemarketing company's scripts,
you should also look at their lead sheets. Ask them to have one of
their telemarketers call you with the script and run the whole
procedure by you. Make sure they use your company name or your
name on the call and that they ask permission to have you call the
prospect back.
If you've ever tried to generate your own insurance leads, you
know it's not an easy task. Statistics indicate that it takes
anywhere from 10-30 cold calls to garner a single viable prospect.
That means a huge investment in your time with a potentially small
return.
