Insurance Agency LeadsI was recently speaking to a prospect about telemarketing firms.  We discussed how typical organizations administer a cold calling campaign, and then how our services are different.  He thought the differences were significant and compelling, so I thought I should share a few ingredients to the secret sauce.

We use senior level telesales professionals for our insurance agency appointment setting campaigns and can integrate comprehensive insurance agency web marketing programs to optimize the effectiveness of your unique insurance agency marketing plans. We can work from your insurance agency prospect list or generate a comprehensive list targeted for your producers. Insurance agent leads are an important component of your agency’s success, and StartUpSelling can customize an insurance agent lead generation program that’s a compelling fit to effectively deliver your value proposition to your targeted prospects.

Appointment Comments (information gleaned by our appointment setters when they schedule an appointment):

Prospect, Kim R. (Owner), who discussed the idea with Debbie J. while we were on the phone. Debbie, VP of HR, will be expecting the call. They have 52 participating employees on their health plan. Call her at 1pm, she might have Dave K., COO with her on the call.

Prospect has 10 tractor/trailers and some vans mostly hauling heavy equipment and lumber. Radius of operation is the entire 48 states. They have 13 employees. They are gathering information now for a May 1 renewal and are currently covered by Main Street Insurance.

We spoke with Kim R. (Owner), who discussed the idea with Debbie S. while we were on the phone. Debbie, VP of HR, will be expecting the call.

Prospect has over 25 employees on health plan. Lois A. requested a reminder email the day before the appointment. They are not happy with their current agency and would like more alternatives for carriers. They renew January 1st. Call Monday at 9am sharp.

They have 118 Tractor trailers that haul general merchandise. They travel nationally, though they have extensive operations through PA and NJ. There are 235 employees and are currently covered by Progressive. He mentioned that they also run school buses. Call is at 1pm, they asked for an email invitation. Joe T. COO, Mary B. VP of HR and Bill S. Director of Safety will be on the call.

Snapshot of a successful Midwest telemarketing project
(4 months into their 6 month project):

Week #15

  • Over 4,000 calls made
  • 27 calls per hour
  • 115 conference calls set
  • 21 email requests
  • 139 total requests for contact
  • 1 request for info or meeting per hour
  • 5 sales closed
  • Many sales pending
  • Hundreds of emails gathered for eMarketing campaigns

Originally Posted on May 19th, 2011 by John Scranton

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Posted in: Insurance Agency Lead Generation, Insurance Agency Leads, Telemarketing
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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.

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Posted in: Insurance Agency Marketing, Insurance Marketing, Telemarketing
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Truck Insurance LeadsLearn how territory exclusive appointment setting campaigns for trucking, manufacturing and other niche markets produce an average of 4.22 appointments per week for agencies just like yours. Our unique appointment setting services feature highly trained and knowledgeable insurance appointment setters, a well-defined lead handling process and a customized pitch specific to your agency and target market. Optional lead gen services can include targeted list generation, integrated email marketing and social media marketing.

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.

Call us at (518) 222-6392 or click here to schedule a personalized appointment setting review.

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Insurance Agency LeadsI was recently speaking to a prospect about telemarketing firms.  We discussed how typical organizations administer a cold calling campaign, and then how our services are different.  He thought the differences were significant and compelling, so I thought I should share a few ingredients to the secret sauce.

We use senior level telesales professionals for our insurance agency appointment setting campaigns and can integrate comprehensive insurance agency web marketing programs to optimize the effectiveness of your unique insurance agency marketing plans. We can work from your insurance agency prospect list or generate a comprehensive list targeted for your producers. Insurance agent leads are an important component of your agency’s success, and StartUpSelling can customize an insurance agent lead generation program that’s a compelling fit to effectively deliver your value proposition to your targeted prospects.

Appointment Comments (information gleaned by our appointment setters when they schedule an appointment):

Prospect, Kim R. (Owner), who discussed the idea with Debbie J. while we were on the phone. Debbie, VP of HR, will be expecting the call. They have 52 participating employees on their health plan. Call her at 1pm, she might have Dave K., COO with her on the call.

Prospect has 10 tractor/trailers and some vans mostly hauling heavy equipment and lumber. Radius of operation is the entire 48 states. They have 13 employees. They are gathering information now for a May 1 renewal and are currently covered by Main Street Insurance.

We spoke with Kim R. (Owner), who discussed the idea with Debbie S. while we were on the phone. Debbie, VP of HR, will be expecting the call.

Prospect has over 25 employees on health plan. Lois A. requested a reminder email the day before the appointment. They are not happy with their current agency and would like more alternatives for carriers. They renew January 1st. Call Monday at 9am sharp.

They have 118 Tractor trailers that haul general merchandise. They travel nationally, though they have extensive operations through PA and NJ. There are 235 employees and are currently covered by Progressive. He mentioned that they also run school buses. Call is at 1pm, they asked for an email invitation. Joe T. COO, Mary B. VP of HR and Bill S. Director of Safety will be on the call.

Snapshot of a successful Midwest telemarketing project
(4 months into their 6 month project):

Week #15

  • Over 4,000 calls made
  • 27 calls per hour
  • 115 conference calls set
  • 21 email requests
  • 139 total requests for contact
  • 1 request for info or meeting per hour
  • 5 sales closed
  • Many sales pending
  • Hundreds of emails gathered for eMarketing campaigns

Originally Posted on May 19th, 2011 by John Scranton

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Posted in: Insurance Agency Lead Generation, Insurance Agency Leads, Telemarketing
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Truck Insurance LeadsA trucking agency asked me how they could quickly boost pipeline activity for producers. They focus on 1 to 10 power unit accounts in a three state area. My answer was simple: appointment setting. The key ingredients to this recipe for success are: 1) a quality list with accurate insurance information, 2) a professional appointment setter with experience calling tucking accounts, 3) a concise and compelling call pitch and 4) a tight lead handling process.

Over a 6 month period, this agency received an average of 6.3 appointments per week. Assuming they have a very modest closing ratio of 10 to 15% of appointments, they can conservatively expect to add 2 to 3 new clients per month. Based on the average premiums and commissions in their area, and the investment they have made in appointment setting, this agency generates a 250-300% ROI every month.

Contact us to learn more at (518) 222-6392 or info@startupselling.com.

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Posted in: Insurance Agency Marketing, Telemarketing
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Webinar: Four Appointment Setting Tips for Trucking Insurance Lead Gen

  • Posted on November 16, 2015
  • by John Scranton

Truck Insurance LeadsStartUpSelling’s recent webinar titled “Top 5 Tips for Insurance Agency Appointment Setting” created such demand for more information, the subject matter expert team has scheduled a sequel: Four Appointment Setting Tips for Trucking Insurance Lead Gen.

Attend this complimentary and educational micro webinar to learn how four of the crucial appointment setting tips can be refined and applied to reach transportation insurance prospects. Agencies across the country are leveraging these best practices to:

* Develop a current database of in-profile trucking prospects
* Schedule daily appointments with 5-50 power unit accounts
* Improve lead handling to increase show rate and closing ratios
* Build their book of profitable transportation clients

Date & Time: Wed, Dec 9, 2015 12:00 PM – 12:20 PM EST

To Register: https://attendee.gotowebinar.com/register/26198434160913409

For more information: Call (518) 222-6392 or email seminars@startupselling.net

 

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Posted in: Insurance Agency Lead Generation, Insurance Agency Leads, Telemarketing
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