All-Inclusive Resorts and All-Inclusive Marketing Agencies

  • Posted on February 27, 2017
  • by John Scranton

Picture1This week I returned from vacation in Mexico.  My wife and I spent a week at an all-inclusive resort on the Caribbean in Mexico.  We had a wonderful trip.  Perfect conditions for relaxing on the beach and recovering from a busy summer and recharging for the coming fall.  During the flight home, I was thinking about why we chose an all-inclusive for our vacation.  This was not the first time, and likely will not be the last, so why do we find them so special?

The key is that we have whatever we want, whenever we want, with no additional fees.  We prefer to have relaxing days on the beach and nice dinner dates in the evening.  But if one day while we are relaxing in the beach cabana we decide to sail or surf, its no problem.  And if we decide we would like to start our dinner with champagne and strawberries and have cheeseburgers for dessert, its no problem.  And if we decide the day calls for margaritas at the pool, or a round of golf or a massage or dinner on the balcony – its no problem.  I only call one person – the same person – and as long as my request is reasonable, they make it happen.  Worst case an unusual request simply takes a little longer to fill.

Why can’t more businesses be like this?

I think they can.  The cost for an all-inclusive is similar to what I would typically spend for a resort-style trip where I make my own food and entertainment arrangements, and I often find it to be a much greater value.  There are many professional services firms that can offer clients a retainer based program in which all of their needs are met.  Again, they must be within scope and within reason – but every challenge is overcome by the professionals which they have retained.

At StartUpSelling we offer monthly retainer programs custom made to meet our clients needs.  We also provide an all-inclusive option.  Clients who invest a certain amount are rewarded by an active and effective response to their every need.  And as long as the request is reasonable, we make it happen.  Worst case an unusual request simply takes a little longer to fill.

Originally Posted by John Scranton August 11, 2011

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Posted in: Business, Sales
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Webinar: Why Do Trucking Agencies Fail at Lead Generation?

  • Posted on February 24, 2017
  • by John Scranton

Join us for this brief webinar about trucking agency lead generation. What are the key questions trucking agency executives should ask to create compelling, effective, and profitable lead generation campaigns? What is the fastest path to fill your pipeline with in-profile trucking prospects? In this webinar, our lead gen experts will answer the 10 key questions every trucking agency should ask to optimize lead gen and increase the top line. Example questions:

  • Why do so many trucking agencies fail at lead generation?
  • Why do agencies fail to make sufficient prospecting calls?
  • How do agencies develop an effective prospect list?
  • Why do producers struggle with their lead handling processes?

Learn more at this 25-minute webinar and get your lead generation program on track.

Date & Time: Wednesday March 8th, 1:00-1:25 PM EST

To Register: https://attendee.gotowebinar.com/register/6395977166910494211

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Posted in: Insurance Agency Lead Generation, Insurance Agency Leads
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Saratoga Race Course and the Boutique Theory of Business

  • Posted on February 22, 2017
  • by John Scranton

Saratoga Race CourseOn a Friday afternoon in July, the racing meet at the historic Saratoga Race Course will begin.  The track will host many of the premier thoroughbreds in the country, and many from abroad.  They will offer elite racing on a daily basis, attracting tens of thousands of visitors and tens of millions of dollars.  The racing is so exceptional that NBC has contracted to nationally televise portions of the meet – the only regular broadcast of racing on network television.  So how has this great institution remained at the pinnacle of their industry for a century and a half?

They have applied the boutique theory of business.  Best articulated in the compelling book Small Giants, they have chosen to be great rather than huge.  By limiting the length of the meet to 40 racing days, Saratoga offers a stakes race each and every day.  They even provide 35 Graded Stakes races (the best of the best), nearly enough for a daily all-star event.  By electing not to extend their meet and dilute their product, they continue to offer the premier racing meet in North America year after year.

This concept can be replicated in nearly any business.  For a small operation, focus on delivering an exceptional product or service to a limited group of clients.  Become the best alternative they have available so they keep coming back.  Repeat sales are much easier than finding new customers.  For a large organization, allow a division to self-manage and act as a boutique.  Suggest they dominate a niche market, become the premier solution and remain that way – even at the expense of growth.  Focus on your core competencies and use them to become elite in your space.  Being big is nice, but wouldn’t you rather be great for 150 years?

Originally Posted on July 20, 2011 by John Scranton

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Wisdom and Wit from Ben Franklin

  • Posted on February 20, 2017
  • by John Scranton

I am currently reading a biography of Benjamin Franklin.  One aspect of the text that I have found entertaining and enlightening are Franklin’s endless quotes and maxims that each offer wisdom and wit.  Here are a few of my favorites so far:

  • Fish and guest both stink after 3 days
  • Early to bed and early to rise makes a man healthy, wealthy and wise
  • He’s a fool that makes his doctor his heir
  • Necessity never made a good bargain
  • A good example is the best sermon
  • Diligence is the mother of good luck
  • God helps those who help themselves

The author explains that many of these were adapted from common sayings or previous works – and most were published by Franklin in the 1720’s, nearly 300 years ago.  Timeless knowledge from a founding father that we can enjoy on this 4th of July.

Originally Posted on July 4, 2011 by John Scranton

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Join us for this brief, educational webinar and learn how four insurance agencies are building their transportation book of business quickly and profitability. We will review four case studies illustrating the strategy and best practices these agencies use to generate 200% ROI or more every month. Key topics include:

* Lead Generation Best Practices Critical for SuccessTrucking Insurance Leads
* How to Adapt Strategy for Large or Small Fleet Accounts
* Identifying Opportunities to Grow in Transportation
* Four ROI Scenarios Every Agency Wants

At StartUpSelling, we believe Producers should spend more time selling, and less time prospecting. This is the formula that will help new and existing producers achieve and exceed sales goals.

Date and Time: Wed, Mar 8, 2017 1:00 PM – 1:30 PM EST

Registration URL: https://attendee.gotowebinar.com/register/6395977166910494211

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Posted in: Insurance Agency Lead Generation, Insurance Agency Leads
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What Would Abe Lincoln Do? 10 Quotes to Help You Decide

  • Posted on February 15, 2017
  • by John Scranton

Abraham LincolnI am reading Team of Rivals by Doris Kearns Goodwin. This study of Abraham Lincoln’s life and career provides a fascinating lesson in leadership and character. This morning the thought crossed my mind: what would Lincoln do in various business and life situations? Here are 10 quotes from the great President to help you decide:

  • Always bear in mind that your own resolution to succeed is more important than any one thing.
  • Folks are usually about as happy as they make their minds up to be.
  • Whatever you are, be a good one.
  • Do I not destroy my enemies when I make them my friends?
  • Nearly all men can stand adversity, but if you want to test a man’s character, give him power.
  • When I do good, I feel good. When I do bad, I feel bad. That’s my religion.
  • We can complain because rose bushes have thorns, or rejoice because thorn bushes have roses.
  • Those who look for the bad in people will surely find it.
  • Be sure you put your feet in the right place, then stand firm.
  • You can fool some of the people all of the time, and all of the people some of the time, but you can not fool all of the people all of the time.

Originally Posted on May 22, 2014 by John Scranton

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Posted in: Business
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