23 Ways Convert More Prospects Into Customers

© 2016 Agency Revolution, All Rights Reserved
BoostYour Conversion Rate:
23 Easy Ways To Turn
More Prospects Into Customers

Remember, this is a‘live’ webinar.
You can type your questions here.

Introducing:
Michael Jans, CEO 
Agency Revolution.

Thank you to our industry partners

Thank you to our sponsor

BoostYour Conversion Rate:
23 EasyWaysToTurn
More Prospects Into Customers

+Delight
At Every Stage in the Process
Attract Convert Optimize Retain
The ACOR + Marketing Model
Prospects Buyers Clients PromotersLeads
C O RA

Convert
C
Optimize
O
Retain
R
Attract
A
$$$$
$$$
$$
$Cost
Value
Leverage
Wealth and
Equity
Reliable Income
New Income
Future Income

+Delight
C O RA
Raw
Number
Closing
Ratio
Policies
Per
Customer
Retention
Rate
X X X

Convert More Leads Into Customers
• Quoting without closing is a waste
• Converting existing leads is high leverage
• Culture, Staﬀ & Technology

3 Segments:
C Culture
S Staff
T Technology

23 Easy Ways to
turn more
prospects into
customers

C Culture

C
Measure

C
what really is our
closing ratio?

Closing Ratios for Everyone2
C

C
19% 32%
TheyWon’tAllBeTheSame
(To go from X toY byWhen)
To go from 32% to 38% by June 15th
55% 27%

C
3 Incentives

C
Instant Rewards
Per Sale
Long Term Rewards
Ratio or Raw Number
Individual
Team

C
4 Transparency

CWhiteboardTechnique

C
5 Scripting

C
But scripts sound
SO awkward

C
6 Coaching &
Role Play

C
7 “Ride Alongs”

C
Listening to Calls

C
8 Clear U.S.P

C
What is your U.S.P?
Unique Selling Proposition
• We only insure ______
• We specialize in ______
• We don’t just sell insurance, we also ___
• Here’s what you’ll get from us, you won’t get anywhere else

C
9 Align Marketing
& Sales

C
+Delight
Prospects Buyers Clients PromotersLeads
C O RA

C
• Who are your High Value Customers?
• What are you doing to attract more of them?
• What are you doing to screen out Low Value Prospects?

C
10 No practice quoting

C
• Who will we quote?
• Who WON’T we quote?

C
11 Identify top objections
& train on solutions

C“It seems expensive”
“I hate ﬁring my current
broker”
“I’ll have to think about it”

C
Team Meetings &
Meaningful Conversations
12
Part #1

C
We routinely talk about Conversion Ratios,
Techniques,What'sWorking andWhat's Not
0
25
50
75
100

Team Meetings &
Meaningful Conversations
C
13
Part #2

C
We routinely talk about setting & achieving goals.

Fix any internal
processes that interfere
with closing
14
C

C
• Slow response times
• No follow up
• “Placer" not getting quotes fast enough

C
We do exit
interviews
to ﬁnd out
why we
didn't close
15

S Staff

S
Social Proof Handoﬀ16

S
"You'll love Nancy!
She's the state’s
leading expert on _."

S
The Lagniappe Method17

S
"We just published a special report called
‘7 Ways To Protect Your Contracting
Business From Theft.’
Would you like a copy?"
Example:

S
The A/B Close
(Basic/Deluxe)
18

You?
Someone
else?

Basic? Deluxe?

S
• Revenue per customer goes up
• Closing Ratio goes up
"For the best protection for
your home, I recommend __.
But, if budget is a concern,
you can choose ___."

S
The Magic Question19

S"May I ask you a
question?"
“Sure”
"What's most
important to you?
Price, protection or
service?"

S
Actively track &
report objections
20

S
Staff: "Can I ask you one last question? It might help
me be better at my job." Prospect: "Sure."
Staff: "What could we have done to earn your business?"
Prospect: (Answer.)
Staff: "Do I have your permission to try again before
your next renewal?" Prospect: "Yes."
Staff: "I'd like to add your name to receive our email bulletin.
You'll get tips that could help prevent accidents and claims or
just save you money."
Example Conversation

T Technology

T
Online Google Reviews21

T
88% of Consumers
Trust Online Reviews
as much as Personal
Recommendations

Immediate Online
Quote Request Follow
Up Campaign
T
22

TExample Message

T
5 & 10 Month Digital
Follow Up Campaign
23

T
Bonus Secrets!

T
Subscribe to Nurturing
Campaign
24

T
(They'll get more value from you than they
do from their incumbent.)
We know how
valuable a
highly loyal
client is!
Baine & Co : Customer Loyalty in P&C Insurance

T
Testimonials on
website
25

T
Colley Insurance
sent out their DIO
Launch Campaign
and received 58
Testimonials in the
first hour and 130
in 24 hours

What kind of prospect
has the best closing
ratio of all - usually
around 80%.
T
26
(And has the lowest cost per lead?)
REFERRALS

TEarn my loyalty,
and I’ll reward you.
7X LifetimeValue of a
Low Loyalty Client
25% More Insurance
2.5 Referrals
97% Retention

THow do you get more referrals?
Nurture them.
Easy. Create loyal customers.
How do you create more loyal customers?
• Welcome them when they're new.
• Let them know you're helping when they have a claim.
• Congratulate them when they have a birthday.
• Help them close gaps when they have them.
• Nurture them with wisdom and expertise all year long.
• Engage them when they approach renewal.
And how do you do all that?
Use technology to multiply your ability to communicate.

Conversion Booster Tool

1 Measure
Closing Ratios for Everyone2
3 Incentives
4 Transparency
5 Scripting
6 Coaching & Role Play
7 “Ride Alongs”

8 Clear U.S.P
9
Align Marketing & Sales10
No practice quoting
11 Identify top objections & train on solutions
Team Meetings & Meaningful Conversations #112
Team Meetings & Meaningful Conversations #213
Fix any internal processes that interfere with closing14

We do exit interviews to find out why we didn't close15
Social Proof Handoff16
The Lagniappe Method17
The A/B Close (Basic/Deluxe)18
The Magic Question19
Actively track & report objections20
Online Google Reviews21

Immediate Online Quote Request Follow Up
5 & 10 Month Digital Follow Up Campaign
Subscribe to Nurturing Campaign
Testimonials on website
22
23
24
25
26 REFERRALS

Action Items
1. CheckYour Email-
• Replay of Today’s Presentation
• Download the Conversion Booster Tool
• Link to slides of presentation
2. Select 3 Items To Implement Today withYour Team
• culture
• staﬀ
• technology
3. Register for next months Webinar- Account Rounding

23 Ways Convert More Prospects Into Customers

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