Tip #4: Pick Up the Phone
Insurance producers are faced with constant demands for their time and attention. Agency meetings, client service, renewals, new business quotes and proposals, carrier relationships and more. Prospecting and outbound sales activity can easily be pushed down the TTD list, or even off the list. Over time, this creates a problem as the sales funnel dries up. The simple solution is to pick up the phone.
The most efficient path for quality activity is direct conversations with interested, in-profile decision makers. When producers are able to squeeze a few of these calls in to their schedule, results will improve. When they cannot find time, these opportunities should be passed to a professional appointment setter. The only way to miss the boat is by not picking up the phone.
We discussed how to define your in-profile target prospects in Tip #1 – so how do we define the level of interest that warrants a warm call? Here is a quick list of 8 opportunities that you should capitalize on when they are in-profile:
- Blog Subscribers
- Email Marketing Campaign Click Throughs
- Email Marketing Campaign Opens
- Newsletter Subscirbers
- Web Seminar Attendees
- Web Seminar Registrants
- Website Contact Requests
- Website Visitors
Originally Posted on July 3, 2013 by John Scranton