The sales process contains many moving parts. Reps must be able to handle new leads, following up with recent quotes, cross selling to current customers, trying to win back past business, and more, simultaneously. Dealing with potential clients at different stages of the process can get complicated and confusing if you’re trying to juggle too many – unless that process is automated. The most important thing to keep in mind is leads from different sources, with different circumstances, and in different stages should all be treated… differently!
Here are a few examples of how a typical insurance agent would have their Workflow set up in Blitz:
1. New leads that have requested information
These are leads that have not yet been contacted, but have recently requested information in one way or another. This could be a referral, a new internet lead, or someone that filled out a form on your website. These are “hot” leads that should be contacted often, but in a short time period. For example, an agent may have a Workflow set up to email the contact 4 times, with 5 follow up phone calls within 30 days. If the lead has not been contacted, they can be moved to a lead nurturing process at this time because either they are not interested or it is not a good time.
2. Leads to requote
These are generally people you have spoken to in the past, were not interested at the time, but have given you permission to contact them at a later date. Typically agents will follow up with these leads with an average of 2 phone calls and 2 emails every 6 month or year prior to an x-date, when a ticket will fall off their record, or another date of importance. Keep in mind these leads are no longer “hot,” so emailing too often is considered spamming.
3. Cold leads
These are leads from a purchased list, aged internet leads, or any other leads that have not requested information but may be a desirable candidate. Calling is the best method to get ahold of these types of leads, and many agents use an autodialer to simplify the process. A workflow would generally begin after the lead has been contacted, to assist with the follow up process until conversion.
4. Quoted leads
Have you ever quoted someone, forgot to get back to them, then basically lost the sale? It can happen easier than you think. To avoid this situation, many Blitz users will set up a Workflow to remind them to follow up if nothing has happened for a few days or a week.
5. New business
The sales process doesn’t end with the sale, and handling new business can take a lot of time and resources. Automating this can simplify the process with reminders to send out forms or information at certain times, when a cross sell opportunity arises, or when it’s time to do a policy review.