Sales & Marketing Tip of the Day: Narrow Your Focus

  • Posted on June 6, 2017
  • by John Scranton

What services do you provide?  Why would people want to do business with you?  How are you better than the next guy?

These simple questions are much too difficult for many agency executives to answer.  The answers are clouded by the abstract concepts and strategies we read in the trade magazines explaining how to mask the fact that we are selling insurance.  The quandary is further complicated for those who are striving to be everything to everyone – and are at risk of being nothing to no one.

The fastest and most effective path to cleaning the dust off of your value proposition and finding your true mission as a salesperson or producer is to narrow your focus.  Keep throwing the darts at the 20 until you can consistently hit your target.  Only then should you consider going for the 19’s, 18’s or bulls-eye.

StartUpSelling provides marketing solutions to insurance agencies.  Our deep industry expertise allows us to understand the challenges our clients face and to create effective solutions.  Our virtual model allows us to deliver a compelling value and responsive service.

Those are my responses to questions above.  Delivered from memory as fast as I can type.  They are easy to answer, because we have a highly focused sales and marketing strategy.

Originally Posted on May 14, 2012 by John Scranton

 

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Posted in: B2B Marketing, Business, Insurance Agency Lead Generation, Insurance Agency Marketing, Sales
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Sales & Marketing Tip of the Day: Refresh Your Prospect List

  • Posted on June 2, 2017
  • by John Scranton

Insurance Agency Email MarketingRefreshing your prospect list and your prospect email list will often uncover low hanging fruit, ripe for the picking.  In my case, this could be a new VP Marketing or VP Sales at a large agency who needs web marketing help and simply is not yet aware of all the available resources.  In the case of an agency producer, a refresh might turn up a new VP HR or CFO who happens to want to shop their employee benefits to prove their worth and has no loyalty to the current broker.  A list refresh can be a cost effective way to quickly open a dialogue with new prospects.

Originally Posted on May 9, 2012 by John Scranton

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Posted in: Insurance Agency Lead Generation, Insurance Agency Marketing, Sales
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Truck Insurance LeadsWatch our brief, educational on-demand webinar about territory exclusive appointment setting campaigns producing over four trucking appointments per week. Learn how to create a lead handling process to track and close new trucking prospects. Our panel of lead generation experts share critical tips and best practices to increase appointments and improve closing ratios. We review how to:

* Develop a current and accurate list of in-profile trucking prospects
* Create a customized pitch specific to your agency and target market
* Schedule daily appointments with in-profile unit accounts
* Define & implement an effective lead handling process
* Build your book of transportation clients

View our On-Demand Webinar or contact us for more information.

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.

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Posted in: Insurance Agency Lead Generation, Insurance Agency Marketing
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