5 Sun Tzu Quotes You Can Apply to Business

  • Posted on November 12, 2017
  • by John Scranton
  • A leader leads by example, not by force.
  • Strategy without tactics is the slowest route to victory. Tactics without strategy is the noise before defeat.
  • The supreme art of war is to subdue the enemy without fighting.
  • Victorious warriors win first and then go to war, while defeated warriors go to war first and then seek to win.
  • If you know the enemy and know yourself, you need not fear the result of a hundred battles.

From the Archives – Originally Posted on February 25, 2013 by John Scranton

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Truck Insurance LeadsCheck out these recent agency exclusive trucking lead gen project monthly results:

  • 1 to 5 Power Units   – 28.5 New Prospect Appointments/month
  • 5 to 25 Power Units – 17.2 New Prospect Appointments/month
  • 5 to 50 Power Units – 13.3 New Prospect Appointments/month

You can expect your results to be similar. These appointments are exclusive to your agency, specific to your power unit profile and territory and expecting to discuss trucking insurance with you. Start building a robust trucking pipeline today, to ensure great results in 2018!

Contact us at (518) 222-6392 for a 15 minute trucking lead gen discussion – and learn how and why other agencies are succeeding with this proven lead generation solution.

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Posted in: Insurance Agency Lead Generation, Insurance Agency Leads, Telemarketing
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Webinar: SSL Mandates & Your Insurance Agency Website

  • Posted on October 30, 2017
  • by John Scranton

Insurance Agency Marketing - Insurance Agency LeadsIs your insurance agency website in compliance with SSL requirements? Why is Google mandating all websites move to SSL? Learn about this and other important topics in this concise and educational webinar:

* SSL – What is it and why is it important
* Leveraging Social Media Feeds
* Using Full Motion Graphic Video to Improve User Experience
* Mobile Responsive Design Requirements
* SEO for Increase Traffic and Lead Gen

Date and Time: Wed, Dec 6, 2017 12:00 PM – 12:30 PM EST

Registration URL: https://attendee.gotowebinar.com/register/2256757897947564033

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Posted in: Insurance Agency Marketing, Insurance Agency Web Marketing, Insurance Agency Websites
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Forcing Function vs. Failure

  • Posted on October 23, 2017
  • by John Scranton

1Recently my team met with a prospective client to discuss a website development project.  This great group of talented people mentioned that they have had difficultly with internal website projects in the past.  We responded by explaining that this is very common, and is in fact one of the reasons StartUpSelling exists.  We provide project management and become a forcing function to meet deadlines, goals, and to complete projects.

Many of you who have handled website projects internally (or outsourced design and coding but provided content, editing and project management) can relate to the obstacles standing in the way of success.  Tell me if any of these scenarios sound familiar:

  • Our CEO has not yet approved the design.  Of course s/he hasn’t – s/he just interviewed a new producer over lunch and is trying to buy another agency this afternoon.  Maybe the website will earn 5 minutes of attention on a Sunday night.  Maybe not.
  • Our benefits and financial services pages are not yet approved by compliance.  And it might be weeks before they do.  Your internal financial services director is in Chicago closing a 401k for a 500 life group.  No time to make another follow up with the broker/dealer.
  • We can’t agree on the navigation structure.  Since there is no website design specialist on your team, it is going to be impossible to select the right nav.  My web dev team would not be able to build consensus and select the best health plan for their needs – its not their job.  Nav design isn’t yours.

These are just a few of dozens of stumbling blocks we have seen insurance organizations experience.  Everyone already has a day job.  Allocating time to project manage a website is not realistic.  A forcing function is needed from an expert in the field.  Without a forcing function, a project is destined for failure.

Originally Posted on February 22, 2013 by John Scranton

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Posted in: Business, Insurance Agency Marketing
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Content MarketingBy now, most insurance agencies and wholesale brokers have realized the power of content marketing as a critical element of social selling. Content marketing is a powerful tool for attracting potential customers, making connections and building relationships with your target audience.

Content marketing isn’t easy. But if it is done correctly, content marketing works in every industry, in every business, every time. All too often businesses don’t adequately prepare for the demands of developing and executing a successful content marketing strategy.

In practice, content marketing is hard work. You need to have a strategy so that search engines (such as Google) and your target audience can find you. It’s the hard work of sharing valuable, relevant content that your audience is looking for that captures their attention.

Here are 5 keys to successful content marketing:

  1. Take content marketing seriously – Content marketing can be an efficient and powerful way to grow your audience and your agency. For content marketing to work, you need to invest, prioritize and execute. In order to achieve serious results, content marketing must be taken seriously.
  1. Build relationships first – Content marketing is a long-term strategy. Success is no longer measured by the size of your email list, but by the size of your audience. When we build relationships first, those relationships turn into your audience. That audience then becomes your customer or partner, which turns into revenue.
  1. Stop overtly selling – People (including people in your target business audiences) are tired of being sold too. They are savvy consumers who understand the connection between where they are consuming content and who provided the content. Always selling pushes your potential audience away because they will seek other sources of information.
  1. Focus on your specialty/ies – The era of generalization is gone. People look for experts in the specific area of topic for which they are seeking. From a search engine and brand-building perspective, specialization is a pillar of content marketing success.
  1. Invest in your content marketing strategy – Content marketing can have a very high ROI if done right. Doing it right means investing in bandwidth, tools and people. You need to have all of the parts of an online marketing funnel functioning well in order for a content marketing strategy to be successful. You will need to invest time and money in order to see the results you are seeking.

Want to learn more about how you can gain a competitive edge with a content marketing strategy? Contact StartUpSelling and we will be happy to help you explore how content marketing can benefit your company. Call us today at (518) 222-6392 to get started.

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Posted in: Content Marketing, Insurance Agency Marketing
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1As more and more business-to-business organizations are embracing the power of social selling, content marketing is fast becoming an important technique to success in the new marketing dynamic of social media marketing. This includes middle market P&C and large group benefits brokers.

Understanding the role content plays in the sales funnel is a key element of designing a winning strategy. Knowing how to use online content to attract a potential customer, make a connection and build a relationship that leads to a deal is critical to your online marketing effectiveness.

In today’s internet-based world of commerce, successful sellers are content creators. Today’s customers recognize the value of information to help them make buying decisions. The best social selling teams and representatives are content creators who know how to deliver the right content to the right customer at the right time in the sales cycle. Research shows that consumers spend a great deal of time online self-educating – searching, reading and researching. Many have made a buying decision before even reaching out to a company representative.

  • 90% of customers start their purchasing decision with a search engine. (Forrester) Provide the type of content that will get you found early in their search efforts. LinkedIn, Twitter and Google Search are top B2B search networks. This is the “secret sauce” to beat and differentiate yourself from your competition.
  • 46% of buyers consume content weekly. 37% spend time daily to better understand business problems and solutions, reports ITSMA/CFO. Another study found that buyers will consume at least 3-4 content pieces to help them make a purchase decision.
  • 45% of buyers require person-to-person contact in the buying process, reports ITSMA/CFO. Customers are looking for expertise and answers to their questions. LinkedIn and Twitter are excellent avenues for demonstrating your expertise through content.

There are three important reasons to use content to build your social selling advantage.

  1. Unique, relevant content will differentiate your company from your competition. People are tired of being sold to. When you offer useful, distinctive, remarkable content you are signaling to the potential client that you are here to help. People will naturally gravitate to sources of beneficial information, where they will be turned off by relentless inundation to try to get a prospect on the hook.
  1. Content can address common sales objections. A well-crafted article or blog post can help answer frequent questions or protestations before they even become a full sentence.
  1. Content marketing will help move prospects through the stages of buying. At each stage, the customer will be hungry for the next stage – so make sure you give it to them! Your bottom line will thank you!

Interested in learning more about you can gain a competitive edge with a content marketing strategy? Contact StartUpSelling and we will be happy to help you explore how content marketing can benefit your company. Call us today at (518) 222-6392 to get started. We’d love to hear from you!

Originally posted by John Scranton on July 28, 2015

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Posted in: Blogging, Content Marketing, Insurance Agency Marketing, Insurance Agency Web Marketing
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Insurance Web MarketingProblem 1: Bullpen – The bullpen mentality has long been a fixture in the telemarketing industry.  Pile cheap labor into cubicles, toss them call sheets and say go.  Better yet, off-shore to a bullpen in India.  This creates a bevy of issues, beginning with a noisy and distracting environment.  This is not a professional representation of your business.

Solution – A professional and articulate person working from a quiet office.

Problem 2: Auto-Dialers – When a computer manages your telemarketing campaign, your prospects hear clicking, strange noises and connection delays before they hear the voice of a real person.  That is, if the call is not dropped.  To be sure, this method increases the number of dials per hour.  But at what cost?

Solution – A system of best practices which allows a caller to actually dial the phone 25 times per hour.

Problem 3: Don’t Understand Your Business – Your business and products/services/solutions are complex and nuanced.  Your unique expertise sets you apart.  If your telemarketing partner does not understand your business at both a strategic (project manager) and tactical (caller) level, your value is lost and you are simply asking to submit a bid.

Solution – Engage with a telemarketing partner who specializes in your industry.

For more information about Insurance Agency Telemarketing, please contact John Scranton johns(@)startupselling.com.

Originally Posted on October 6, 2016 by John Scranton

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Posted in: Insurance Agency Lead Generation, Insurance Agency Leads, Telemarketing
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1View Part 1 Here: https://startupselling.com/johnscranton/tips-for-writing-a-great-b2b-video-script-part-1/

Keep it BRIEF.

Short videos keep the attention of your audience better than long videos. According to White Board Geeks, a video script should have approximately 150 words per minute. So a 3-minute script would be 450 words.

Professional Voice Over

Trust us on this. Do not waste time trying to create a perfect voice over in house.

Video marketing exposes your brand to larger audiences, captures the attention of your target audience and will help you boost your online presence. Videos establish your authority and credibility in your industry and will lead to increased sales.

Originally posted by John Scranton on July 17, 2015

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Posted in: Insurance Agency Marketing
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1Video is a highly effective marketing tool because videos quickly convey your message and deliver results almost immediately. Videos receive 100% more engagement than other types of posts on Facebook. Videos on websites are more likely to convert visitors to buyers.

Even though many insurance brokers, wholesalers and agents know the value of video marketing, creating a video can be challenging. Here’s how to get started:

Start with a PLAN.

Creating a plan ensures that you and your team will be on the same page and minimizes editing time. Here are the elements to include in your plan:

  1. What is the purpose of the video?
  2. Narrowed down topic. The more specific the better. What do you want prospects to learn from watching your video?
  3. Call-to-action. What action do you want the viewer to take after viewing the video?

Having a plan in place will help facilitate a smooth and efficient production process.

Write your SCRIPT.

Writing a script is an art form in itself. A script is a written format of the words that will be spoken during the video. Try to write the script in a conversational tone that will sound natural when spoken. Avoid complex jargon or buzz words that will sound out of place or cloud up your message. Try to write the script so clearly and with enough detail that any novice reader would understand the message.

Check back soon for part two…

Originally posted by John Scranton on July 13, 2015

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Posted in: Insurance Agency Web Marketing
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