Newpark spots the gaps with leads
Newpark says its lead generation programme allows it to monitor conversion rates of leads to business which means it can help advisers in the areas they can improve in.
Wednesday, February 9th 2011, 3:08PM
Newpark general manager Barry Read says usually with advisers you only see the submissions of business, but not how many appointments or leads takev to get the business.
"The benefit of lead generation is that we can then turn around and say we see your appointment rates are low, but when you get in front of a customer your conversion rate is high or vice versa."
He says then Newpark can help advisers with their business or professional development around those areas.
"It's a good insight for Newpark and its development programmes."
He says the aim is that advisers should get from 10 leads, five appointments converting into a minimum of two product sales.
He says the intangible benefits also come off that with the fact that a lead never dies and it may just be it's not the right time for the person to sit down and review their insurance cover and leads.
"The smart advisers who run databases will hopefully not make the one phone call the only contact from that lead."
He says anecdotally, Newpark is just below the 50% appointment rate, but with a great sales rate.
"The advisers are getting good activity out of it."
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