Your Recent Trucking Lead Gen Results – 13.7 to 25.9 Exclusive Appointments Per Month

Posted on

September 9th, 2018

by

Trucking Agency MarketingThese were our recent trucking agency lead generation results. They could be yours!

  • 1 to 5 Power Units   – 25.9 New Prospect Appointments/month
  • 5 to 25 Power Units – 17.7 New Prospect Appointments/month
  • 5 to 75 Power Units – 13.7 New Prospect Appointments/month

These appointments are exclusive to your agency, specific to your target market, and expecting to discuss trucking insurance with you. Start building your trucking pipeline today, to ensure great results in Q4!

Contact us at (518) 222-6392 for a 15 minute trucking lead gen discussion – and learn how and why other agencies are succeeding with this proven lead generation solution.

Read More

Is Your Sales Process Too Complex?

Posted on

September 9th, 2018

by

Insurance Agency SalesDuring my daily conversations with producers and managers, I am often reminded of the typical agency sales process. It can be cumbersome and often complex, leaving many opportunities for incremental progress to break down. Some agencies have found creative and intelligent ways to streamline the prospecting/quoting/presenting/closing flow. Others have not. Here is a scenario that is more typical than most organizations would like to admit:

  1. Producer prospects an account. Lets say it is a garage named Joe’s Auto Repair. He or she starts the conversation during a lunchtime oil change. They are open to a quote and a meeting is set for next week.
  2. During the car ride back to the office, the producer calls an account manager to see who is competitive for garages these days. He also calls his go-to company marketing rep who says he would love a garage risk.
  3. The producer then meets with the prospect and completes 98% of the applications, gathers the information needed to satisfy the required supplementals, and even obtains current loss runs. He drops off all the paperwork to his account manager and asks her to call the prospect in the morning for the remaining 2% of the information and then pass it off to marketing.
  4. The following week he returns from a CIC course and sees someone from marketing in the coffee room. He asks how the quotes for Joe’s Auto Repair are coming along and receives a quizzical look. Concerned, Mr. Producer heads over to see his account manager who says Joe has not returned two calls and she still does not have the information.
  5. Now time is running out. The producer drives over to Joe’s and learns that although he received the messages, he had not had a chance to calculate the percent of revenues generated at his primary location versus his uptown location. And since so much time has passed he was nervous and paid his renewal bill, in full. However, he would be happy to talk next year.

Whose fault is this?  The producer thought he covered his bases when he left for his CIC course. The account manager was simply following instructions. The marketing department could have still provided a quote but never saw the apps. Nobody was wrong, but every loses.

The problem is the complexity of the process. Simplify, remove barriers, share duties, allow all parties to interact and continually keep communication open. You will never win every sale, but it is better to lose to a worthy competitor than to beat yourself.

Originally Posted by John Scranton August 11, 2011

Read More

Trucking Insurance Agency Appointment Setting Results: 13.5 to 32.4 Appts Per Month

Posted on

September 4th, 2018

by

Trucking Agency MarketingReview our new trucking insurance agency appointment setting lead gen results:

  • 1 to 2 Power Units – 32.4 New Prospect Appointments/month
  • 5 to 25 Power Units – 16.3 New Prospect Appointments/month
  • 5 to 50 Power Units – 13.5 New Prospect Appointments/month

These appointments would be exclusive to your agency, located in your target market, with decision makers ready to discuss trucking insurance with your producers.

Contact us at (518) 222-6392 for a 15 minute trucking lead gen review – and learn how other agencies are succeeding with this proven solution.

Read More

3 Easy Ways to Kill a Sale

Posted on

August 28th, 2018

by

Insurance Agency MarketingWe recently approached a vendor partner to discuss the expansion of our contract. We presume they were pleased to receive our inquiry, as we reached out to them asking if we could provide them with additional revenue. However, the salesperson’s series of responses included three serious flaws which now have us questioning the investment. To help us all learn from their mistakes, here are reminders of three easy ways to kill a sale:

1. Do not answer your prospect’s questions

Our vendor inquiry included a handful of basic questions. After answering the first couple, the representative immediately skipped ahead to pricing and a premature close. Be certain all of your prospect’s questions are answered thoroughly before you move ahead in the sales process. A good waiter or waitress would never ask “Do you want fries with that?” while taking your drink order.

2. Do not research your prospect’s current or past pricing structure

Long-term and mutually beneficial client relationships often include unique or discounted pricing. We enjoy a special pricing structure with the aforementioned vendor and reciprocate by rarely requesting any technical support and periodically providing strategic level expertise to their team. Our new account rep did not investigate the relationship and quoted the rack rate the service mix we were investigating. Our waitress friend would be wise to warn the table that only the first bottle of wine is half price, rather than dropping the check on the table and hoping for the best.

3. Respond to questions in a terse or frustrated manner

If you commit either of the above errors, your prospect may become annoyed. If you respond in a terse or frustrated manner, the sale is as good as dead.

Originally Posted on March 26, 2014 by John Scranton

 

Read More

Do you Prefer a Chauffeured Lexus or Cramped Van?

Posted on

August 22nd, 2018

by

While speaking with a prospect, I shared this story to illustrate how StartUpSelling’s Premier Marketing Group services would differ from past marketing engagements with the other firms:

As we passed through the cramped, stifling Caribbean airport terminal, we noticed a small mob gathering in front of a podium marked with the logo of our resort destination. I sighed as I fought off the numerous “porters” who insisted upon helping me with our luggage. We entered the queue, resigned to waiting in line for a spot in one of the small, crowded vans parked in the adjacent lot. Then a small miracle happened, as we quickly learned the value of investing in premier service.

A pleasant looking young woman with a clipboard briskly worked her way through the queue. As she approached us she asked to see our paperwork. After a quick glance, she smiled and explained we did not need to wait with everyone else, our transportation was awaiting just beyond the vans. An equally amiable gentleman promptly approached and took our bags. We followed the duo past the vans to a posh Lexus sedan. Air conditioning billowed from the doors as we settled in to comfortable leather seats and accepted ice cold bottled water.

The concierge explained that resort guests who invested in premier level accommodations were rewarded with immediate and extraordinary service at every opportunity throughout their stay. Our honeymoon had officially begun.

Originally posted on May 1, 2014 by John Scranton

Read More

How Effective Web Marketing Just Sold My Family a Vacation

Posted on

August 15th, 2018

by

AdirondacksMy wife and I have been discussing what we might like to do for a family vacation this summer. After discussing our preferences, we elected to plan a trip to the Adirondacks. Family friendly outdoor activities and a beach will be great for our 18 month old daughter and most venues will be within a 2 hour drive. Perfect.

So we began punching questions and keywords into Google, and one savvy property owner promptly sold us by leveraging these three web marketing components:

  1. Search Engine Optimization – After three searches, I noticed one property seemed to dominate the rankings. A dedicated website leveraged on-page SEO to drive direct traffic. Meanwhile, prominent listings in rental directories also featured this property, showing the influence of off-page SEO. So we took a look at the website…
  2. Effective Website – Large rotating banner images which portrayed the property as paradise immediately grabbed our attention. Although the website was simple and somewhat modest in design, all critical questions were quickly answered: rates, availability, amenities and more. We often say that websites do not close business, but they must not turn prospects away, and that is exactly what happened here…
  3. Follow Up Email – Feeling suitably informed and impressed with the professionalism of the property owners, we sent an email inquiry. We promptly received a response that answered our questions, and proactively offered responses to questions we would ask in the future (updated availability, deposit information, discounts for advanced payment and more). With all these details in hand, we were ready to make a decision – and my wife plans to sign and return the rental agreement today.

Originally Posted on February 11, 2014 by John Scranton

Read More

Trucking Insurance Lead Gen Results: 13.5 to 32.4 Appts Per Month

Posted on

August 13th, 2018

by

Trucking Agency MarketingReview our new trucking insurance agency lead gen results:

  • 1 to 2 Power Units – 32.4 New Prospect Appointments/month
  • 5 to 25 Power Units – 16.3 New Prospect Appointments/month
  • 5 to 50 Power Units – 13.5 New Prospect Appointments/month

These appointments would be exclusive to your agency, located in your target market, with decision makers ready to discuss trucking insurance with your producers.

Contact us at (518) 222-6392 for a 15 minute trucking lead gen review – and learn how other agencies are succeeding with this proven solution.

Read More

What you don’t know about Insurance Email Marketing can kill you

Posted on

August 1st, 2018

by

We recently spoke to an agency who shared numerous insurance agency email marketing challenges. Their story reminded me of this popular blog post from way back in 2010! Enjoy this timeless piece from the archives. – JS 8/1/18

Insurance Email Marketing

Not long ago, I spoke to an agency owner who had attempted to launch an eMarketing campaign.  He had engaged with a high-profile agency marketing firm to use their email platform, and purchased 30,000 emails from a vendor they suggested.  He sent several messages over the course of a few months, and received absolutely no opportunities – only SPAM complaints.

This is the danger of using an eMarketing platform without the required expertise.  What you don’t know can kill you.  This agency was not aware of any of the following critical components to a successful campaign:

  • Message Content – Cannot be sales-oriented or the email will likely be seen as SPAM
  • Sending Frequency – Too many email sends will wear out your list and again make you look SPAMish
  • Scrubbing your List – Nearly 1/3 of the aforementioned list was useless, but the vendor still changed them
  • Opt-In / Opt-Out – It must be just as easy to opt-out of a list as it is to opt-in
  • Domain Spoofing – Bulk email sends to a dirty list are an invitation for domain spoofing, make sure you are protected

The lesson here is not that email platforms are useless or confusing, but that purchasing one without the required eMarketing expertise is dangerous.  If a surgeon hands you a scalpel, that does not mean you know how to operate – and if you purchase an email platform, that does not mean you know how to launch email campaigns.  Hire an eMarketing expert of find a solution that provides the required experience.  Do not just pick up the scalpel and start cutting.

Originally Posted on October 7th, 2010 by John Scranton

Read More

How to “Insure” the Success of Your Producers – Live Webinar on Wed 7/25 at 1pm ET

Posted on

July 23rd, 2018

by

Insurance Agency SalesProducers represent both a great source of opportunity and a significant investment in agency time and money. How can agencies “insure” the success of their producers?

Join us for this complimentary web seminar as we review how agencies can leverage effective marketing and lead generation programs to “insure” the success of their producers. From the creation of targeted prospect lists, to the development if in-profile leads and quality appointments, our expert team will discuss how agencies have achieved significant and sustained growth. Topics include:

* Building an ideal prospect and email list
* Reaching prospects using effective email marketing
* The difference between large scale email campaigns and drip marketing
* Using case studies, web seminars, video and blogs for content marketing
* How to create an effective appointment setting methodology
* Improving producer lead handling and qualifying processes

Date and Time: Wed, Jul 25, 2018 1:00 PM – 1:30 PM EDT

Registration URL: https://attendee.gotowebinar.com/register/2111075911374221314

Read More

From the Archives: Virtual Business Isn’t Just Great for Me, It’s Saving the Planet

Posted on

July 15th, 2018

by

EarthI recently read Let My People Go Surfing by Yvon Chouinard.  A friend recommended it to me and I found it very interesting.  Chouinard is the founder and owner of the outdoor company Patagonia.  Prior to reading, the only knowledge of Patagonia I had was that they made expensive outdoor equipment that I heard was high quality.  And there is a Patagonia fleece jacket in our coat closet which my wife occasionally wears.

My initial reaction to the book was that I love Patagonia’s business concept.  They aim to produce the highest quality products in their field, designed with unmatched expertise and simple elegance by people who use the products.  Patagonia’s premium products and tremendous customer service allow them to grow continuously, but they choose to manage their growth strategically – aiming to be great rather than huge.  These are the exact goals of my organization – deliver a high quality product, exceptional service, and strive to be great not big.

As I read on, I learned more about Chouinard’s philosophies toward environmental concerns as well.  He has a very pessimistic view of the resource consumption and waste created by the citizens of the world and hopes to be a catalyst for change.  To lead by example, Patagonia donates 1% of their total annual sales to environmental causes.  I found this to be very impressive, but it also led me to be reflective.  I have never put much consideration into my environmental impact.  I recycle – but is that enough?

I then realized that I made a career change that had an unplanned yet significant environmental impact.  As a traveling salesperson, I was driving 30,000 or more miles per year.  Wearing out suits, cars and diners while consuming vast resources.  Now that I have transitioned to a virtual organization, this consumption and pollution had dropped by approximately 80%.  Maybe more.  This virtual opportunity was great for me personally, and in a very small way is helping save the planet.

Virtual Business Isn’t Just Great for Me, It’s Saving the Planet was Originally Posted on October 22nd, 2010 by John Scranton

Read More

1,800 Insurance Agency Marketing Blogs

Posted on

July 11th, 2018

by

Insurance Agency MarketingStartUpSelling’s Insurance Agency Marketing Blog is pleased to announce that this post is blog number 1,800. As we rapidly approach 2,000 blog posts, popular topics include:

  • Insurance Marketing
  • Insurance Lead Generation
  • Trucking Insurance Leads
  • Insurance Agency SEO
  • Insurance Agency eMarketing
  • Insurance Website Design & Development

If you’d like more information about any of these topics, please contact us today!

Read More

How to “Insure” the Success of Your Producers – Live Webinar

Posted on

July 9th, 2018

by

Insurance Agency SalesProducers represent both a great source of opportunity and a significant investment in agency time and money. How can agencies “insure” the success of their producers?

Join us for this complimentary web seminar as we review how agencies can leverage effective marketing and lead generation programs to “insure” the success of their producers. From the creation of targeted prospect lists, to the development if in-profile leads and quality appointments, our expert team will discuss how agencies have achieved significant and sustained growth. Topics include:

* Building an ideal prospect and email list
* Reaching prospects using effective email marketing
* The difference between large scale email campaigns and drip marketing
* Using case studies, web seminars, video and blogs for content marketing
* How to create an effective appointment setting methodology
* Improving producer lead handling and qualifying processes

Date and Time: Wed, Jul 25, 2018 1:00 PM – 1:30 PM EDT

Registration URL: https://attendee.gotowebinar.com/register/2111075911374221314

Read More

New Q2 Trucking Insurance Lead Gen Results: 13.7 to 25.9 Appts Per Month

Posted on

July 2nd, 2018

by

Trucking Agency MarketingReview our new trucking insurance agency lead gen results for Q2:

  • 1 to 5 Power Units   – 25.9 New Prospect Appointments/month
  • 5 to 25 Power Units – 17.7 New Prospect Appointments/month
  • 5 to 75 Power Units – 13.7 New Prospect Appointments/month

These appointments would be exclusive to your agency, located in your target market, with decision makers ready to discuss trucking insurance with your producers.

Contact us at (518) 222-6392 for a 15 minute trucking lead gen review – and learn how other agencies are succeeding with this proven solution.

Read More

Working Harder versus Working Smarter

Posted on

June 25th, 2018

by

sell-more-work-lessMy career as a salesperson has always included a constant desire to be better. Try, fail, try something else. Try, succeed, repeat, refine, repeat… I have always sought feedback from more experienced salespeople to accelerate the process of continuous improvement. Many gave me interesting ideas, but many gave me a common response when I shared my goal of greater achievement: work harder.

Candidly, I disagree. If what you are doing is not providing the level of success you seek, doing it more often for more hours is not a long-term solution. If you are cold calling an hour per day and need more appointments, calling for two hours might solve the problem this week. But do you want to incrementally increase your cold calling hours each year as you expect to increase your income each year?

Instead of working harder, work smarter. Instead of calling twice as many people, try a new script or a different time of day. In my case, I rarely cold call at all. I only make warm calls to people who have shown an interest in the concepts and solutions we offer via our eMarketing or web seminar campaigns. The only cold calls I make are to organizations I know are firmly in the bulls-eye of our prospect profile, and who I believe are in need of our services.

Smarter – and my calling efficacy reflects that.

So next time you decide you want to a better manager, salesperson, or employee – search for a way to complete your task in a more intelligent fashion. Instead of throwing 60+ hours per week at the problem, invest 45-50 high quality hours. If every day you are a little smarter, you will continue the upward climb toward the success you desire.

Originally Posted on September 9, 2013 by John Scranton

Read More