Editor’s note: This post was originally published on 6/17/16 and has been updated for accuracy and comprehension.
How to get life insurance prospects on social media
- Listen to your audience.
- Build community online.
- Publish lots of valuable content.
If you’ve been following the LWT blog, you’ve probably learned that social media is a pretty effective tool for finding life insurance prospects. We’ve talked about how important it is, what platforms to use, and how insurance producers can use it successfully.
That’s all well and good.
But now, it’s time for the rubber to meet the road.
It’s not enough to know that social media is important and that consumers are using it to find a trusted authority.
Yadda, yadda, yadda. You know all that.
You need to learn exactly what to DO.
We’re giving you the ultimate guide to putting your social media plan into action.
How to Get Life Insurance Prospects
1. Listen to your audience.
We’ve said it before, but it’s worth repeating: Listening to your audience is probably THE key to your success with social media.
Being an observer lets you learn exactly what you should be sharing in terms of your knowledge.
On your social media platforms, you should be listening to these two groups of people.
Influencers
These are important people in your industry that have their pulse on important topics like how to find life insurance prospects, prospecting strategies, valuable insurance brokerage services, and so forth.
These people will have done their research, and they’ll shorten your learning curve, helping guide your strategy.
Clients
What conversations are prospects having on social media?
Listening into these discussions will provide more clues about what their needs are so you can then engage these prospects with targeted information.
2. Build community.
Social media is a place for community. That’s what you want to build through your efforts.
Don’t start selling your services right away. In fact, don’t ever push a hard sales pitch through these platforms.
It’s just not the place for it, so don’t try it.
Instead, create a community for prospects and clients that is free from the pressure to buy and invites them into a conversation instead.
3. Publish, Publish, Publish!
Now that you know what your community is interested in, you can start creating content (blog articles, LinkedIn articles and social media posts) that speak to those needs.
The payoff: conversions
Here’s where your efforts will pay off in terms of sales.
Just like you would convert a prospect into a sale in person, you’ll start converting prospects on social media, too.
Put these social media tips into action
As you publish content, build a community and establish a rapport, your message will nurture prospect relationships.
Eventually, these prospects will reach out to you. This is when you can engage them on a deeper level, inviting prospects to take the conversation off the internet – and into real time.
This simple four-step guide to your social media action plan will help you find life insurance prospects online. But you won’t just “find” them.
You’ll engage prospects, start a conversation, create a safe place to find information, and then take the discussion offline where you’ll be able to learn precisely about the prospect’s needs and then fine-tune your approach.
