No matter what your business is, it’s important to keep on top of your prospects to drive sales. In the insurance industry, this is especially true. In order to grow, your agency must focus on a sales culture. Your job is to sell insurance to all prospects that contact you and then, sell more insurance to your existing customers. But how?

One of the best ways to continue to meet your sales goals is to be sure to follow up with prospective customers. If you don’t follow up with potential leads, how will you ever turn them into customers? Digital marketing makes it easier than ever to follow up with prospects, as long as you are doing it right. You need to be clear and concise and you need to have a message that DOES NOT come across as spam. You still want to foster that service-centric way of thinking, just without focusing entirely on it.

Here are some ideas:

• Take immediate action. Once you talk to a prospect, don’t wait to follow-up. Send an email or phone them within 48 hours of meeting for the first time.
• Keep your contact list up to date. It is all too easy to forget about a prospect if you do not have a system for adding them to your contact list and ensuring they are being reached out to.
• Invest interest in them. The more you know about their life and their needs, the better you can offer them unique services catered to their needs.
• Try out promotions. Refer a friend is a great one in the insurance industry. And it can land you with some new clients, too!

Remember: selling insurance grows your agency, and service keeps your customers. Having both is what will make you successful, not one or the other!