All posts with the tag 'Prospect List Generation'
The 12 Days of Selling using a Multi-Dimensional, Integrated Marketing Campaign:
- On the first day of selling, build a highly targeted prospect list that includes email addresses
- On the second day, send an educationally oriented eMarketing campaign to those prospects
- On the third day, call the prospects who click on your message, or open it multiple times
- On the fourth day, run a web seminar that delivers valuable information your prospects need
- On the fifth day, call everyone who attends, and everyone who registered and did not attend
- On the sixth day, demo your product/service/solution via web meeting to interested prospects
- On the seventh day, ask your prospect qualifying questions – Budget? Urgency? Decision maker?
- On the eighth day, send a simple, understandable proposal to those who are interested and qualified
- On the ninth day, follow up to make sure the proposal is what they were looking for and to answer questions
- On the tenth day, follow up to define a clear path to obtaining a signature and starting project/policy/program
- On the eleventh day, thank them for their business and ask for referrals to anyone else who would be interested
- On the twelfth day, return to #2, rinse and repeat.
This is the general framwork of the process I follow at StartUpSelling, and it has yielded exceptional results. This is a process that you can borrow, adapt and refine – and likely leverage for increased pipeline activity and closes in 2011.
Merry Christmas!
Tags: B2B Marketing, Email List Generation, eMarketing, Insurance Agency Lead Generation, Insurance Agency Marketing, Prospect List Generation, telemarketing, web seminars
Posted in B2B Marketing, eMarketing, Insurance Agency Lead Generation, Insurance Agency Marketing, Sales, Web Seminars | Leave a Comment »
Many companies hire a sales rep, provide them with a phone, desk and Yellow Pages – and hope for the best. We approach things differently. StartUpSelling recently hired a new sales rep – procured 3,000 emails upon his arrival, ran an eMarketing campaign on his 2nd day, and a web seminar one week later. 20 in-profile prospects expressed interest, we presented our solution to 5 of them and closed 2 new clients within his first three weeks. That’s the power of the Integrated Marketing approach.
Our Integrated Marketing solution consists of many components, but the key elements that made our new sales rep successful were the following:
- Procuring a highly target email list
- Sending bi-monthly eMarketing campaigns
- Running monthly web seminars for prospects
- Making follow up (warm) calls after each step
- Conveneient and effective web meetings
These steps allowed our rep to continuously reach new prospects and quickly turn them into clients.
Tags: Email List Generation, eMarketing, Prospect List Generation, StartUpSelling, web seminars
Posted in eMarketing, Web Seminars | Leave a Comment »
Join us for this brief, complimentary agency web seminar. Ron Cooperman, President of KCI Insurance, will review the results of his successful insurance agency web seminar marketing campaign which is yielding over 100 executive prospects per webinar. This program has produced such compelling results, that Rough Notes published a comprehensive review in their October issue. The article, Agency Partners: Web-based Marketing Keeps Pipeline Full, illustrates the unique methodology utilized by StartUpSelling to build a robust producer prospect pipeline for KCI – one that has yielded over $400,000 in new business commission in 2010. Topics include:
* How to build a quality prospect email list
* Successful eMarketing methods
* Web Seminar topic selection
* Web Seminar best practices
* Converting web leads into clients
Wednesday November 10th @ 1pm ET: https://www1.gotomeeting.com/register/378755336
Rough Notes article: http://www.roughnotes.com/RN2010/include/10_2010/page/page012.html
Tags: Email List Generation, eMarketing, Insurance Agency Lead Generation, Insurance Agency Marketing, Insurance Agency Marketing Plan, Prospect List Generation, Social Media, StartUpSelling, telemarketing, Virtual Business, web seminars, Your Virtual Success
Posted in eMarketing, Insurance Agency Lead Generation, Insurance Agency Marketing, Insurance Agency Marketing Plan, Web Seminars | Leave a Comment »
Agency partners: Web-based marketing keeps pipeline full
StartUpSelling helps agents reach prospects with Webinars
http://www.roughnotes.com/RN2010/include/10_2010/page/page012.html
Tags: Email List Generation, eMarketing, Insurance Agency Lead Generation, Insurance Agency Marketing, Insurance Agency Marketing Plan, Prospect List Generation, Social Media, StartUpSelling, Virtual Business, web seminars, Your Virtual Success
Posted in eMarketing, Insurance Agency Lead Generation, Insurance Agency Marketing, Insurance Agency Marketing Plan, Web Seminars | Leave a Comment »
I am often asked what services and solutions StartUpSelling provides. Here is a brief 2 page summary of what we offer:
StartUpSelling Marketing & Lead Generation Solutions
Please feel free to contact me with any questions at johns(@)startupselling.com or www.startupselling.com.
Tags: B2B Marketing, eMarketing, Insurance Agency Lead Generation, Insurance Agency Marketing, Prospect List Generation, Prospecting, Search Engine Optimization, SEO, Social Media, StartUpSelling, Virtual Business, web seminars, Your Virtual Success
Posted in B2B Marketing, Insurance Agency Lead Generation, Insurance Agency Marketing | Leave a Comment »
Webinar: How to create your Insurance Agency Marketing Plan for 2011
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Join us for this 30 minute, complimentary marketing web seminar. Our team of agency marketing experts will discuss how to build an effective Insurance Agency Marketing Plan for 2011, incorporating both traditional elements and new web centric investments of increasing importance. As agencies face the increasingly difficult challenge of building a marketing strategy within their limited budgets, they must now incorporate a Web 2.0 initiative to ensure maximum exposure and an effective marketing ROI. We will discuss the the most efficent ways to invest your resources for maximum results, using a simple approach to these seemingly daunting challenges. Topics include:* Your unique marketing value proposition
* Effective Website Design and SEO
* Branding and Collateral for a Web Centric Era
* Traditional Marketing, Advertising and Marketing Tools
* Social Media Marketing
* Blogging & ePublishing
* eMarketing, Newsletters & Press Releases
* Web Seminars or Onsite Seminars |
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Webinar: Building your Insurance Agency Marketing Plan for 2011 |
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Wednesday, September 22, 2010 |
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12:00 PM – 12:30 PM EDT |
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Tags: B2B Marketing, eMarketing, Insurance Agency Lead Generation, Insurance Agency Marketing, Prospect List Generation, Prospecting, Search Engine Optimization, SEO, Social Media, StartUpSelling, telemarketing, web seminars
Posted in B2B Marketing, eMarketing, Insurance Agency Lead Generation, Insurance Agency Marketing, Insurance Agency Marketing Plan, Search Engine Optimization, Search Engine Optimization, Social Media, Telemarketing, Virtual Business, Web Seminars | Leave a Comment »
I often receive inquiries from agency producers, marketing execs and other B2B salespeople asking how to build and implement an integrated web marketing strategy. They generally understand what needs to be done, but do not always grasp the specific tasks and steps involved. In response to this, I would like to share a basic outline of the integrated web marketing strategy we execute for our agency clients. Here is step one.
Prospect Email List Generation
Assuming you have already determined who you would like to sell to, procuring a high quality prospect email list is phase one. If you do not know who you are targeting, you are not ready to start any type of marketing campaign – you need to back up to building your business plan. This is of critical importance, as it will determine how successful you are in reaching your target market, launching eMarketing campaigns and attracting web seminar attendees.
Choose the Right Vendor(s)
Test-drive them like you test-drive cars. There are dozens of high caliber email list vendors. We have tried them all, and only use a select few. You need someone who has a rich database for your target industry. Sales people are generally happy to provide you with counts and expected bounce rates for the segment you want. Make sure to have an accurate picture of what you are buying before you spend your money.
Buy the Right Titles
Most email list vendors allow you to select the titles you covet when generating your list. If you are selling benefits, do not buy a list of VP Marketing and VP Sales executives. Not only will this be a waste of your money, it could get your domain blacklisted prior to you locating the proper titles. If your vendor cannot provide the titles you need, find a new vendor.
Manage Your List Carefully
Your list becomes an important asset to your business as soon as it is downloaded. Maintain it, update it, clean it, and append it. You maintain your car so you can travel, maintain your list so you can find prospects. Your list will atrophy over time on its own; anything you do to slow that process will help you generate more prospect activity.
For more information regarding prospect email list generation, please visit www.startupselling.com.
Tags: B2B Marketing, Email List Generation, eMarketing, Insurance Agency Lead Generation, Insurance Agency Marketing, Prospect List Generation, Prospecting, StartUpSelling, Virtual Business, web seminars
Posted in B2B Marketing, eMarketing, Insurance Agency Lead Generation, Insurance Agency Marketing, Insurance Agency Marketing Plan, Web Seminars | Leave a Comment »
Join us for this brief, complimentary web seminar. We will present marketing and lead generation tools and strategies specifically designed for agencies that target the transportation industry. Our marketing experts will review case study results of telesales and web seminar campaigns that resulted in more than $300,000 in new commission revenue in 2010. We will also show how website refinements, branding and search engine optimization will help your organization reach your target prospects. Topics include:
* Telesales: Custom pitch development for transportation prospects
* Web Seminars: Leveraging your industry expertise to build your pipeline
* Website Design: Branding and content to connect with target risks
* SEO: Google Page 1 search results for trucking keywords
Wednesday September 1st at Noon ET: https://www1.gotomeeting.com/register/129148073
Tags: B2B Marketing, Email List Generation, eMarketing, Insurance Agency Lead Generation, Insurance Agency Marketing, Prospect List Generation, Prospecting, Search Engine Optimization, SEO, Small Business, Social Media, StartUpSelling, telemarketing, Virtual Business, web seminars, Your Virtual Success
Posted in B2B Marketing, eMarketing, Insurance Agency Lead Generation, Insurance Agency Marketing, Search Engine Optimization, Social Media, Telemarketing, Virtual Business, Web Seminars | Leave a Comment »
Webinar: Search Engine Optimization for Agency Growth – Expert Guest Speaker
Join us for this brief, complimentary web seminar discussion of Search Engine Optimization for agency growth. Alan Blume, expert guest speaker and author of Your Virtual Success, will discuss the importance of SEO as a component of your agency marketing strategy. We will also review case study results showing how an agency client recently improved their most coveted keyword to Google page one in just 60 days. Topics include:
* How to generate leads with SEO
* On-Page & Off-Page Optimization
* Organic SEO vs. PPC Results
* Keyword Selection & Analysis
* Blogging & ePublishing
Date & Time: Wednesday August 18th at Noon ET
Space is limited; reserve your webinar seat now at: https://www1.gotomeeting.com/register/832580625
After registering you will receive a confirmation email containing information about joining the Webinar. Please visit www.startupselling.com for more details.
Tags: B2B Marketing, Email List Generation, eMarketing, Insurance Agency Lead Generation, Insurance Agency Marketing, Prospect List Generation, Prospecting, Search Engine Optimization, SEO, Small Business, Social Media, StartUpSelling, telemarketing, Virtual Business, web seminars, Your Virtual Success
Posted in B2B Marketing, eMarketing, Insurance Agency Lead Generation, Insurance Agency Marketing, Search Engine Optimization, Small Business, Telemarketing, Virtual Business, Web Seminars | Leave a Comment »
I had a long conversation with a prospect today about how effective eMarketing and web seminar marketing can be for agencies. He was aware of how email campaigns could expand his outreach and build awareness of his expertise to large numbers of executives. What he had yet to discover, was that with today’s technology we can procure highly targeted email lists – and successfully marketing to a very specific vertical or hortizontal segment.
I referred him to this case study to illustrate how an agency was able to use eMarketing and Web Seminars to generate business, while only pursuing a small list of under 1,000 emails. He was pleasantly suprised by the metrics, so I wanted to share them here. Please use to the link below to view the short case study.
http://www.startupselling.com/files/johnsondugan.pdf
Tags: B2B Marketing, Email List Generation, eMarketing, Insurance Agency Lead Generation, Insurance Agency Marketing, Prospect List Generation, Prospecting, Small Business, StartUpSelling, web seminars
Posted in B2B Marketing, eMarketing, Insurance Agency Lead Generation, Insurance Agency Marketing, Small Business, Virtual Business, Web Seminars | Leave a Comment »
