Effective Appointment Setting and Lead Generation Methods Webinar Summary

Posted on

October 26th, 2011

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Agenda

  • Lead Handling Process
  • Traditional Leads
  • Exclusive Data-Rich Leads
  • Callers, Profile & Pitch
  • Prospect Scorecard
  • Question & Answer Session
  • Lead Handling Process

A Good Lead is Only Good When Handled Correctly

Lead Handling Process

  • Formalize your process
  • Write it down
  • Email it to producers
  • Require they follow it
  • Calendars
  • Agency management system
  • Sample Process

Now Let’s Talk About Leads

  • Name:  Joe Smith
  • Company:  Smith Company
  • Carrier:  Travelers
  • Ex-Date:  Wasn’t sure – maybe 1/1
  • Meeting:  Call Tuesday at 11
  • Notes:  Nice guy

Traditional Leads

  • Pros:
    • We have a lead!
    • Contact info is confirmed
    • A prospect now knows your name
    • You know the carrier
  • Cons:
    • No background info
    • No process info
    • Calls do not stick

Exclusive Data Rich Leads

  • Onsite appointment with Joe Smith, EVP and Scott Jones, Safety Manager, for Friday 8/19/11 at 9:30 AM ET.
  • Telephone (123) 456-7890
  • Joe’s Email: joe.smith@yourprospect.com
  • Scott’s Email: scott.jones@yourprospect.com
  • Joe told us they are looking for insurance for their tractors. They have 26 tractors and 43 drivers – no owner operators. They carry high-value cargo and hazardous liquids nationwide.
  • Renewal is at the end of December. They are currently with XYZ Insurance and are willing to switch for a better program. Joe and Scott make the final decision on insurance and both will be at the meeting.

What’s the Difference? Information

What’s the Difference?

  • We know details about their business
  • We know who the carriers are
  • We know the renewal date
  • We know who the decision makers are
  • We know their process
  • We know they are willing to change

How?

  • Callers
  • Profile
  • Pitch

Question & Answer Session