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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downloadInsurance agencies and brokers often struggle to develop a list of in-profile suspects and prospects. Agency executives consistently share the same list generation complaints: our list is outdated, inaccurate and has no email addresses. These criticisms are often followed with “but at least we got a great price.” The problem is a great price does not create great value. Outdated and inaccurate information offers no value – even when its free.

To develop an effective prospect or suspect list that will have a positive and immediate impact on producers, the following key criteria must be met:

  1. Accurate Data – No list is perfect and no vendor can provide 100% accuracy, but the industry leaders get close and often replace inaccurate data at no charge.
  2. Email Addresses – A list without email addresses is like well with no water. Different prospects prefer to be contacted in different ways. Without emails, you only have one way to reach out.
  3. Ongoing Updates – Your list vendor must constantly update their data and provide a program to “refresh” your list. Otherwise your great data becomes outdated and inaccurate within a few short months.
  4. Competitive Price – The cost for prospect lists varies dramatically. Some vendors charge 2-3x more than competitors for similar quality data. Work with an expert who can measure the value of a list in your specific target markets.

Insurance agencies and brokers who invest in quality data improve the results of their marketing and lead generation initiatives, increase the sales activity of producers, and consistently add prospects to the pipeline. To learn more about how to build your agency’s prospect list, contact StartUpSelling today.

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4 Key Elements to Building Your Insurance Agency Prospect List

  • Posted on September 10, 2015
  • by John Scranton

downloadInsurance agencies and brokers often struggle to develop a list of in-profile suspects and prospects. Agency executives consistently share the same list generation complaints: our list is outdated, inaccurate and has no email addresses. These criticisms are often followed with “but at least we got a great price.” The problem is a great price does not create great value. Outdated and inaccurate information offers no value – even when its free.

To develop an effective prospect or suspect list that will have a positive and immediate impact on producers, the following key criteria must be met:

  1. Accurate Data – No list is perfect and no vendor can provide 100% accuracy, but the industry leaders get close and often replace inaccurate data at no charge.
  2. Email Addresses – A list without email addresses is like well with no water. Different prospects prefer to be contacted in different ways. Without emails, you only have one way to reach out.
  3. Ongoing Updates – Your list vendor must constantly update their data and provide a program to “refresh” your list. Otherwise your great data becomes outdated and inaccurate within a few short months.
  4. Competitive Price – The cost for prospect lists varies dramatically. Some vendors charge 2-3x more than competitors for similar quality data. Work with an expert who can measure the value of a list in your specific target markets.

Insurance agencies and brokers who invest in quality data improve the results of their marketing and lead generation initiatives, increase the sales activity of producers, and consistently add prospects to the pipeline. To learn more about how to build your agency’s prospect list, contact StartUpSelling today.

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Insurance Agency Lead Generation Case Study – Part 4 of 4

  • Posted on November 30, 2012
  • by John Scranton

Trucking Agency Telemarketing Campaign Produces Over 200 Prospects per Year

Transportation Insurance Specialists Find a Marketing Partner in StartUpSelling Who Matches their Unique Industry Expertise – The Result is a Pipeline Filled with In-Profile Prospects

For more than two years, the agency principals have been delighted with their decision to employ StartUpSelling as their outsourced marketing department.  The articulate caller represents the agency professionally and maintains a constant presence within the transportation marketplace.  The producer pipeline is constantly filled with in-profile prospects who are interested in speaking with the agency.  Most importantly, lead generation is no longer a challenge for this agency – they are free to focus on the opportunities provided by the trucking industry.

StartUpSelling CEO Alan Blume summarized the project: “We are very pleased with the results.  The is a perfect illustration of our belief that agencies who specialize in transportation insurance will be extraordinarily successful when they have the right marketing and lead generation campaigns in place.  When an agency with deep industry expertise is matched with our trucking experts, the synergies created are powerful and the rewards are great.”

Check back soon for the full case study.

For other insurance agency lead generation case studies, please visit our testimonials page.

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Insurance Agency Lead Generation Case Study – Part 3 of 4

  • Posted on November 29, 2012
  • by John Scranton

Trucking Agency Telemarketing Campaign Produces Over 200 Prospects per Year

Transportation Insurance Specialists Find a Marketing Partner in StartUpSelling Who Matches their Unique Industry Expertise – The Result is a Pipeline Filled with In-Profile Prospects

The final step before calls begin is possibly the most important: ensuring the leads are handled effectively by agency producers.  This step is often overlooked, and will destroy a campaign if not well executed.  Accustomed to referral type leads, this agency needed multiple training sessions to develop the lead handling process right for them and for their prospects.  Calibrating this dynamic function was the tipping point for the remarkable success of the lead generation campaign.

  • 4.2 Appointments per Week
  • 18+ Appointments per Month
  • 200+ Appointments per Year

Closing Ratio of 15% Would Yield:

$115,000 New Commission per Year

Check back soon for the full case study.

For other insurance agency lead generation case studies, please visit our testimonials page.

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Insurance Agency Lead Generation Case Study – Part 2 of 4

  • Posted on November 28, 2012
  • by John Scranton

Trucking Agency Telemarketing Campaign Produces Over 200 Prospects per Year

Transportation Insurance Specialists Find a Marketing Partner in StartUpSelling Who Matches their Unique Industry Expertise – The Result is a Pipeline Filled with In-Profile Prospects

StartUpSelling’s veteran team of agency marketing experts launched a brilliantly simple 4-step plan:

  1. Expand & refine prospect lists
  2. Create a highly compelling pitch & call script
  3. Train producers on lead handling process
  4. Dial the phone 1,000 or more times per month

Each step of the process is critical to the long-term success of the campaign.  The most up-to-date, accurate and comprehensive prospect database expands the agency prospect universe while improving the success rate of outbound sales calls.  A professionally crafted and highly compelling call script and pitch enhances the number of appointments secured.  StartUpSelling also assigned a professional telemarketer with deep trucking agency experience.  Understanding the nuances of the target market is an invaluable asset that pays great dividends.

Check back soon for the full case study.

For other insurance agency lead generation case studies, please visit our testimonials page.

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Sales & Marketing Tip of the Day: Refresh Your Prospect List

  • Posted on May 9, 2012
  • by John Scranton

Refreshing 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.

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How to Insure the Success of Your Producers – Webinar Summary

  • Posted on April 4, 2012
  • by John Scranton

Insure the Success of Your Producers

Our Speakers: John Scranton & Alan Blume

Agenda

  • The Old Way
  • A Better Way
    • Prospect Identification
    • Prospect List Generation
    • Email Marketing
    • Web Seminars
    • Appointment Setting Warm Calls
    • Appointment Setting Cold Calls
    • Social Media Marketing
  • Question & Answer Session

The Old Way

  • A Desk and Phone
  • Cold Calling
  • 2-3 Appointments per Day
  • 30,000 Miles per Year
  • 60+ Hour Weeks
  • High Failure Rate
  • Agents are Seeking a Better Way…

A Better Way – Insure the Success of Producers

Prospect List Generation

  • Industry, Size, Geography
  • Titles, Data Fields, Emails
  • Carefully Select Vendor
  • Append and Scrub

Reach Your Prospects

  • Professional, Educational Email Marketing
  • Effective for B2B Prospects
  • Commercial P&C
  • Group Benefits
  • Educate Your Prospect – Do Not Sell
  • Convey Your Message Quickly
  • Feature a Value Driven Call to Action
  • Use Multipart Mime (limited graphics) Business Emails
  • Limit Frequency & List Use

What Does Your Prospect See?

Webinar Call to Action

  • Sample Webinar Topics:
  • Outlook Backup Best Practices
  • Hours of Service Regulations – Changes and Impact
  • Learn about Mandated W2 Reporting & PPACA Updates
  • How to Integrate Social Media Into Your Training Initiatives

Appointment Setting Calls

  • Warm Call Opportunities:
    • Email Opens
    • Email Click-Throughs
    • Webinar Registrants
    • Webinar Attendees
  • Identifies Interested Prospects
  • Infinitely More Valuable than Cold Calls
  • Producers Should Only Make Warm Calls
  • Professional Callers are also Effective

Vertical Cold Calling

Social Media Marketing

  • Blogging
  • ePublishing
  • LinkedIn
  • Twitter
  • Facebook
  • Google+
  • Pinterest

Question & Answer Session

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