Relying on the Right Technology
This upshot of this article for insurance agents is the following: Use technology, but don’t rely on it to the extent that it stands in the way of you making the calls you know you need to make.
Technology is becoming a bigger part of all of our work lives. The point of view of the article by Nathan Jamail is one that certainly makes sense. It’s not uncommon for sales agents to make some missteps as they integrate technology into their workflow. He’s right to warn agents that relying too heavily on email, or social media, as a way of communicating with prospects is unwise. It’s too easy to convince ourselves that we’ve made an effort to make contact with a prospect when we send an email. And as we send more emails we get the feeling we’re working more diligently at communicating with prospects. This sense of our own diligence may not be as accurate as we think it is. Unless we’re sending emails strategically and coupling them with phone calls, we’re just not doing everything we can to reach prospects.
But what advocates of traditional hit-the-phones selling may not have considered is that there are ways that the telephone can be integrated into your technological solution. Lead Management Software can be used in conjunction with a dialer to automatically call prospects and connect them with agents according to smart lead assignment rules. When agents send emails to prospects they can schedule a call to that lead at a later time so that their attempts to contact prospects are varied and consistent. This enables agents to maintain a thread throughout their communication that builds trust by establishing the agent as dedicated and serious.
Some pieces of technology fall short on their promise. Email is one good example. ‘Social Media’ is another. You may not get the results you’re expecting when you incorporate these technologies into your business.
On the other hand, embracing technology is critical to the survival of a business. But adopting it halfway can create a whole host of new problems. The best way to leverage the latest technology in lead management is to use Leads360. Leads360 is Software as a Service that is continually being refined based on ongoing analysis and feedback from industry experts. This is living technology, paired with strategy, built and rebuilt around getting measurable results.
