How to Do Life Insurance Prospecting on Social Media
- Don’t blast sales pitches
- Establish credibility
- Solve your customers’ problems
You may have a number of social media profiles that you use personally, but you’ve never considered how to harness their power for your business.
Especially in life insurance. It just isn’t done.
But is that a good enough reason to NOT join in?
Here are a few reasons why you’re essentially leaving money on the table if you don’t put social media to work for you:
- Most consumers are on social media in one way or another.
- Consumers are no longer just talking to friends and family to get advice about life insurance.
- Consumers are looking for brands and businesses with whom they can connect.
What’s the lesson here for producers toying with the idea of life insurance prospecting on social media?
Times have changed and so have your prospects and consumers.
Uncovering Social Media’s Usefulness
Social media is a place where consumers “rule.”
They go on Facebook to share vacation videos, reconnect with old friends, comment on a shared post or ask a question.
Facebook, LinkedIn, Instagram and other social media platforms are places where people can interact, share, exchange and create within their networks or communities.
Social media provides you with the opportunity to market to your prospects where they’re already spending time – online!
You can promote your life insurance business by creating and sharing information and exchanging ideas with consumers.
In a virtual community like Facebook, consumers are looking for information about you before they buy.
They want to know that you care about them and that you have the expertise and knowledge they need to make informed decisions.
Life insurance prospecting on social media allows you to:
- Reach your target audience.
- Identify potential clients.
- Answer questions.
- Offer insights.
- Feature free resources.
Any of these activities can lead to sales.
Automated social media tools give you the ability to prospect around the clock – even while you sleep.
Getting Life Insurance Prospecting Done on Social Media
You’re convinced that social media marketing is worth the effort, so where should you start?
Here are three basic rules to follow in your efforts to prospect on social media:
1. Don’t Blast Everyone on Social Media With Your Sales Pitch
Focus on engaging your audience and starting conversations.
2. Establish Credibility
You want your prospects to know that you’re someone who has authority in your field and that they can trust you.
3. Solve Your Customers’ Problems
Consumers have different behaviors and needs.
Prove that you understand their struggles and that you have the solution.
Use Social Media to Grow Your Life Insurance Business
Your social media presence will get the ball rolling toward getting more appointments and sales.
Social media marketing allows you to start the discussion with a range of prospects, and then take that conversation into the real world – where prospects become clients.
Facebook and Instagram are not just for posting pictures of cats and sharing memes.
Insurance producers like you can effectively use social media to prospect to the right people at the right time and in the right place.
Isn’t that your ultimate goal? Why ignore a marketing channel that hits the mark?
Ramp up your life insurance prospecting on social media and watch your business grow.
Originally published 4/16; updated 3/21