Archive for the 'Insurance Agency Leads' Category
Web marketing effectiveness can be measured in many ways, from pipeline building, to new business, to leads or general website activity. In some cases, the latter can greatly impact the former, or conversely it can be the byproduct of an effective web marketing plan. In a recent SEO and Social Media Marketing report for one of our insurance agency clients, we noticed a substantial insurance website traffic increase of 62% year over year for the most recent quarter.
This is not to say that the primary goal was to generate more unique visitors, rather that increased traffic was correlated to a well orchestrated digital marketing strategy. Effective web marketing for insurance agencies (or law firms or any professional services firm) begins with a clear and comprehensive strategic web marketing plan. This web marketing plan often includes digital marketing such as eMarketing, Web Seminar Marketing, Search Engine Optimization (SEO), Social Media Marketing, blogging, vlogging, video and ePublishing. The end result of these activities translate into improved website visibility, website traffic and more inbound leads.
Another interesting note from this recent Insurance Agency SEO and Social Media Marketing Report showed LinkedIn rising to the top of this agency’s Google Analytics report as a leading referral traffic source. Correctly utilizing LinkedIn for B2B Social Media Marketing can yield significant dividends. How does this East Coast Agency handle the demands for Insurance Agency SEO, Insurance Agency Blogging, ePublishing, Newsletter Distribution, eMarketing, Webinars, Website Video, LinkedIn Profile Optimization and Google Analytics Reporting? Simple – they outsource it to the StartUpSelling Web Marketing Team.
Tags: insurance agency digital marekting, Insurance Agency Marketing, insurance agency seio, Insurance Agency Web Marketing, Insurance Social Media Marketing
Posted in Insurance Agency eMarketing, Insurance Agency Leads, Insurance Agency Marketing, Insurance Agency SEO, Insurance Agency Web Marketing, Insurance Agency Webinars, Insurance Search Engine Marketing | Leave a Comment »
Trucking Insurance Agents need to Sell More & Work Less
Perhaps you own a trucking insurance agency and want to increase your activity. Your close ratio might be good but you don’t have sufficient prospects. Using a baseball analogy, your trucking insurance agency has a Ted Williams batting average but your only playing as a pinch hitter so you don’t have sufficient at bats to build your book of business.
There are two quick fixes for this.
* Refine your Target Profile and Buyer Persona and assemble a quality prospect list
* Outsource a marketing/telemarketing campaign that will yield 20 to 40 “At Bats” per month
A Buyer Persona is a one or two paragraph written description of your ideal buyers. For example: Mike Jones is a CFO with a trucking company between $5 million and $50 million in revenues. He’s held this position at least three years and seeks an insurance agency that understands transportation insurance and offers both coverages and expert guidance. He does not make quick decisions, but is willing to try a new agency if they offer deep expertise and competitive pricing. He can make the decision to purchase, but may seek to validate it with other team members. Once he decides, however, the sale is very likely to move forward.
Telemarketing (Appointment Setting), which can be challenging for general agencies, is effective for vertical agencies like trucking insurance agencies, assuming they have a good list (this can be outsourced) and a good telemarketer (this should be outsourced). We average 5 to 10 appointments per week in the 1 to 20 Power Unit profile, plenty of “At Bats”, so your don’t have to be Ted Williams to build your book of business.
Tags: insurance agency leads, Insurance Agency Telemarketing, Trucking Agency Leadsm Trucking Agency Telemarketing, Trucking Insurance Marketing
Posted in Insurance Agency Leads, Insurance Agency Marketing, Insurance Agency Telemarketing | 1 Comment »
What does your perfect client look like? Create a Prospect Scorecard to quantify your approach to prospecting and pipeline building. Some of the attributes of your ideal client might include revenue, growth rate, client type (business or consumer) and market niche. For example, are you targeting companies between $5 million and $10 million in revenue? Are your best prospects fast-growing firms like those found on the Inc. 500 list? Are you selling to consumers? If you’re selling to consumers, are they high net worth prospects, middle income, younger or older? Are your prospects in a specific niche market such as banking, insurance, biotech, plumbing, consulting, education, etc.? Create a Prospect Scorecard with your ideal attributes and a customized qualification abbreviation to help you determine if you are selling to an in-profile prospect.
The Prospect Scorecard offers salespeople and businesses a simple and easy way to qualify, track and rank their best prospects. Salespeople, sales managers, entrepreneurs, sole proprietors, insurance agents, realtors and other business people often refer to prospects in vague terms such as: new, warm, hot, cold, likely, qualified, etc. These terms do little to better understand a sales pipeline or convey likelihood of purchase to other members of the team. The Prospect Scorecard resolves this issue, simply, quickly and easily for any salesperson or business.
http://prospectscorecard.com/ and for more details, the web selling tips book http://sellmoreandworkless.com/
Tags: Prospect Scorcard, Sell More and Work Less, Virtual Business
Posted in B2B Sales & Marketing, business, Insurance Agency Leads, Virtual Business | Leave a Comment »
Web Selling & Web Marketing Tips and Techniques
Another tip from Sell More & Work Less: Web Selling Techniques Everyone Should Use
During the closing phase, you may encounter challenges with your prospect’s lawyer or legal department. In some cases, if you have your own legal department, the challenge might actually be your own legal requirements. But for now, let’s focus on a few important qualifying questions for the legal department. Do they have a lawyer or legal department that must review your contract? Do they insist on using their own contract? How long does it take to review a typical purchase? Can you work with them directly or does your sponsor act as the liaison? Do they insist on certain standard clauses, which must be included in every contract, and if so, can your sponsor provide those for you to review? Is your solution considered a work for hire, do they require ownership of IP, are there onerous damages clauses? Will they consider a mandatory arbitration clause which might be helpful to your boutique operation? We don’t want to get too far ahead of ourselves in the sales process, but it’s helpful to identify potential issues early and to have a game plan to solve them in the present and close phases. Though many of these questions pertain to B2B sales, some are also relevant for B2C sales. If you can simplify your own contract, it can help reduce the legal hurdles immensely. Consider creating an order form with the key legal clauses you require on the back of the form or on page two and include an arbitration clause. Simpler is usually better. If you wind up in a legal battle before or after the sale, it’s usually a losing proposition for everyone.
www.sellmoreandworkless.com for more information on our new web selling tips book
www.startmarketingtech.com for more information on B2B web marketing
www.jurismarketing.com for more information on law firm web marketing
Tags: B2B Web Marketing, Insurance Agency Marketing, law firm marketing, Sell More and Work Less, web selling techniques
Posted in B2B Sales & Marketing, Entrepeneurship, Home Office Business, Insurance Agency Leads, Insurance Agency Web Marketing, Law Firm Marketing, Soical Media Marketing, Virtual Business | Leave a Comment »
Is it really the “Facebook of Business”?
StartUpSelling is providing a 20 minute educational webinar on how to better use LinkedIn as an executive tool. Whether you’re a Top 100 Insurance Agency, a growing Law Firm, a B2B Tech Firm or a prominent Professional Services Organization, you will find this webinar useful. With a growing base of 150 million business oriented members, LinkedIn is becoming a must have for almost any business executive. From personal profile to group creation and participation, to apps and blog integration, LinkedIn offers executives an important tool for networking, learning, participating and prospecting.
In this webinar, Social Media Experts will review the critical elements to effectively leveraging LinkedIn. This powerful network will help you improve your web presence, find prospects and retain clients. Many Top 100 Agency Executives have yet to use LinkedIn to its full potential. Topics include:
* LinkedIn Profile Enhancement
* Applications and Blog Integration
* Unlocking the Power of LinkedIn Groups
* How to find your Target Prospects
* How to Strengthen Client Relationships
Date: Thursday, March 22, 2012
Time: 12:00 PM – 12:20 PM EDT
Reserve your Webinar seat now at:
https://www1.gotomeeting.com/register/922627944
Tags: B2B Web Marketing, insurance web marketing, law firm marketing, LinkedIn for Marketing, Social Media Marketing
Posted in B2B Sales & Marketing, Insurance Agency Leads, Insurance Agency Marketing, Soical Media Marketing | Leave a Comment »
Sell More & Work Less is now available on Kindle. This web selling tips book focuses on a 4-Phase Sales Process which helps business professionals quickly learn and apply many new web sales tips and techniques to improve their sales effectiveness. Simply said, allowing them to sell more and work less. The 4-Phase Virtual Sales Process facilitates the transition to a web centric sales model offering greater profit potential, improved methods of selling and the more flexible business and personal lifestyle this affords. Readers can replicate the 4-Phase Virtual Sales Process to create their own tailored sales process using the techniques explained in this web selling tips and techniques book. I was fortunate to be assisted by three “in the trenches” coauthors, Mike Lauducci, John Scranton and Andrew Blume in the writing of this web selling tips book.
Sell More & Work Less is now available on Amazon, both in paperback and the Kindle version http://www.amazon.com/Sell-More-Work-Less-ebook/dp/B0072O3KUO/ref=sr_1_sc_1?s=digital-text&ie=UTF8&qid=1328183749&sr=1-1-spell.
For B2B Web Marketing go to www.StartMarketingTech. For Insurance Agency Marketing go to www.StartUpSelling.com.
Tags: Business Book, Entrepeneurship, Filling the Sales Funnel, Insurance Agency Marketing, Insurance Agent Leads, Web Selling Tips
Posted in B2B Sales & Marketing, business, Business Book Review, Insurance Agency Leads, Insurance Agency Web Marketing, Virtual Business | Leave a Comment »
Many years ago, in an attempt to improve sales productivity and forecasting while reducing pipeline subjectivity, I created something called the 4-Phase Sales Process. It’s been very effective for my businesses and my clients’ businesses, and is a process which can be used by essentially any sales professional or business. This process provides a simple methodology to improve selling, reducing prospect subjectivity and increasing sales efficiency. The four phases (identify, qualify, present and close) create a fundamental selling foundation, which salespeople and businesses can gradually builds upon. It is an effective process for both virtual businesses and salespeople and traditional operations seeking to web enable their sales teams.
The 4-Phase Sales Process is the foundation of my new book, Sell More & Work Less: Web Selling Techniques Everyone Should Use. Salespeople and businesses can rapidly adopt and tailor this process to improve their current methods, helping quantify the sales process into a series of simple, measurable and easy to monitor steps. Within this process is something I call The Prospect Scorecard, a simple tool to help salespeople track and monitor the top of their pipeline. Some of the web sales and marketing topics in Sell More & Work Less include:
Integrated Marketing - Sell More & Work Less
* Building your prospect database and email list
* Reaching your target market through email marketing
* Leveraging warm calls for quality appointments
* Expanding reach through Social Media Marketing
For more information, go to Sell More & Work Less or The Prospect Scorecard.
Tags: b2b sales and marketing, insurance agency leads, Insurance Agent Sales Tips, prospect scorecard, Sell More and Work Less
Posted in B2B Sales & Marketing, Business Book Review, Insurance Agency Leads, Insurance Agency Marketing, Virtual Business | Leave a Comment »
Sell More & Work Less - Now at Amazon
The second book is finally complete and available on Amazon. Well – at least the paper based version is available with the Kindle version to follow in the next few weeks. This book was written and published faster than my first book, Your Virtual Success, leveraging some of the new web publishing techniques now available to authors.
Sell More & Work Less is a web selling tips book revolving around my 4-Phase Sales Process which helps business professionals quickly learn and apply many new web sales tips and techniques to improve their sales effectiveness. Simply said, allowing them to sell more and work less. The 4-Phase Virtual Sales Process facilitates the transition to a web based sales model and the greater profit potential, improved methods of selling and more flexible business and personal lifestyle this affords many salespeople and businesses, aspiring entrepreneurs and existing sole proprietors. Readers can replicate the 4-Phase Virtual Sales Process to create their own tailored sales process using the techniques explained in this web selling tips and techniques book. I was fortunate to be assisted by three “in the trenches” coauthors, Mike Lauducci, John Scranton and Andrew Blume in the writing of this web selling tips book.
Sell More & Work Less is now available on Amazon, the Kindle version is expected later in January. http://www.amazon.com/Sell-More-Work-Less-Techniques/dp/ …
For B2B Web Marketing go to www.StartMarketingTech. For Insurance Agency Marketing go to www.StartUpSelling.com.
Tags: B2B Web Marketing, Insurance Agent Sales Tips, Sell More and Work Less, SOHO, web selling book
Posted in B2B Sales & Marketing, Business Book Review, Home Office Business, Insurance Agency Leads, Insurance Agency Marketing, Insurance Agency Web Marketing, Virtual Business | Leave a Comment »
Here is a list of 12 important things to consider for your Insurance Agency Marketing New Year Resolutions.
Insurance Agency Marketing New Year Resolutions
- Your Insurance Agency Website is Updated & Current.
- Your Website leverages SEO best practices.
- Your Agency Value Proposition is prominently displayed and rapidly understood.
- You have a prominent Call to Action (above the fold) on your Insurance Agency Website.
- You have a professional and consistent Insurance Agency eMarketing Program.
- You have a Quality Prospect List with X-Dates.
- Your agency (or an insurance agency marketing firm) makes over 500 outbound calls per producer per month to targeted prospects (or you have another type of “drip” campaign in place to offset this marketing initiative).
- You have an Insurance Agency Social Media Initiative in place with LinkedIn and Facebook company pages and a professional LinkedIn profile for all your agency employees (and an Insurance Agency Blog).
- You have your own YouTube channel with pithy videos about your agency, products, services, solutions and perhaps some client testimonials too.
- You’ve rehearsed your elevator, telephone and voice mail pitch. You can quickly differentiate your agency and have a clearly understood “big 3″ list of differentiators.
- You have a clear and efficient (and documented) lead handling process.
- Your eCollateral is Branded & Updated.
And you have determined how to increase your book of business with a clear and concise insurance agency marketing plan for the New Year.
For more information visit: Insurance Agency Web Marketing
Tags: Insurance Agency Marketing, insurance agency seo, Insurance Agency Web Marketing, insurance agency weebsites
Posted in business, Insurance Agency eMarketing, Insurance Agency Leads, Insurance Agency Marketing, Insurance Agency SEO, Insurance Agency Web Marketing, Insurance Agency Websites | Leave a Comment »
Though every agency has time and budget constraints, here is a simple Top 10 Things To Do List for Insurance Agency Marketing & Lead Generation in 2012. This is a great time of year to step back and review everything from your insurance agency website to your insurance agency lead generation plans.
- Your Web Site is Updated & Current (with SEO best practices)
- Your Agency Value Proposition is Clearly Displayed and Understood
- You have a prominent Call to Action (above the fold) on your Insurance Agency Website
- You have a professional and consistent eMarketing Program
- You have a Quality Prospect List with X-Dates
- Your agency makes over 500 outbound calls per producer per month to targeted prospects
- You have an Insurance Agency Social Media Initiative in place
- You’ve rehearsed your elevator, telephone and voice mail pitch
- You have an efficient (and documented) lead handling process
- Your eCollateral is Branded & Updated
And you have determined how to increase your book of business with a clear and simple insurance agency marketing plan for 2012. For more information go to: Insurance Agency Marketing
Tags: Insurance Agency Lead Generation, Insurance Agency Marketing, insurance agency marketing plan, Insurance Agency Web Marketing
Posted in Insurance Agency Leads, Insurance Agency Marketing, Insurance Agency Web Marketing, Insurance Agency Websites | Leave a Comment »
