If you hate calling on shared Internet leads…
October 29th, 2009Posted by akassover in Leads
…imagine how the lead you’re calling feels.
They thought they were going to get a “Free Online Quote!” Instead, their phone has been ringing off the hook for days by desperate agents trying to sell them something. There’s a good chance they feel tricked, hounded, and frustrated. As bad as it is for you (the agent), it’s probably worse for them (the lead).
Humans learn from experience – you only need to touch a hot stove once to know you shouldn’t do that anymore. The same is true of lead generation companies. Your prospects are learning what it feels like to get burned by lead generation sites promising them “quotes” and instead delivering a tidal wave of agents at their door. They are learning to recognize a site focused on lead generation from a real agent’s site.
Lead Generation sites have bizarre names like “FreeQuotes911.com” or “QuoteMonkey.com” and push their quote form before they’ve taken the time to build trust. They don’t educate, they don’t build relationships, and they certainly don’t feature a real person. They’re just a little too slick and impersonal, and your future prospects are learning how to recognize them.
As a real human agent, you can beat the lead generation sites at their own game. By putting your picture front-and-center on your homepage, you will show your site visitors that there is someone there to meet their needs. Let them read your bio, so they can get to know you before they start giving you personal information. And let them know that you aren’t just going to sell their name over and over, unleashing a mass of chaos on their telephone and inbox. You’re going to take the time to understand them. You’ll educate them. You’ll listen. And most importantly, once their needs are met, you’ll leave them alone.