3 Steps to Fill Your Pipeline

  • Posted on March 27, 2017
  • by John Scranton

Insurance Email Marketing

1.) Launch an Email Campaign – Insurance agency eMarketing is an important aspect to the successful growth of many agencies, however I believe that it is also a tool that can ignite your marketing initiatives and fill your pipeline quickly.  By sending educationally oriented messages with a clear call to action to your target prospects, you can determine who might be interested in your services.

2.) Run a Web Seminar Series – Running web seminars that draw your in-profile prospects are a highly effective mechanism for building your prospect pool.  Delivering useful information to your target market will allow you to build rapport and convey your value proposition, making the ensuing calls a very warm call for your producers.

3.) Targeted Follow Up Calls – What good is an email or web seminar campaign if it does not yield appointments and opportunities?  Follow up with all who show interest in your email messaging or web seminar presentation in an expeditious manner.  These are prospects who now know you and have some level of interest in your services, so reach out and qualify them and begin filling your pipeline.

Bonus Tip: Leverage LinkedIn – While executing steps 1, 2 and 3, take a few minutes to leverage LinkedIn to spread your message.  Posting your email message or web seminar invitation in appropriate groups can improve results, and connecting with those you speak to will increase rapport and your ability to communicate.

Originally Posted by John Scranton on October 12, 2011

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Webinar: Why Do Trucking Agencies Fail at Lead Generation?

  • Posted on February 24, 2017
  • by John Scranton

Join us for this brief webinar about trucking agency lead generation. What are the key questions trucking agency executives should ask to create compelling, effective, and profitable lead generation campaigns? What is the fastest path to fill your pipeline with in-profile trucking prospects? In this webinar, our lead gen experts will answer the 10 key questions every trucking agency should ask to optimize lead gen and increase the top line. Example questions:

  • Why do so many trucking agencies fail at lead generation?
  • Why do agencies fail to make sufficient prospecting calls?
  • How do agencies develop an effective prospect list?
  • Why do producers struggle with their lead handling processes?

Learn more at this 25-minute webinar and get your lead generation program on track.

Date & Time: Wednesday March 8th, 1:00-1:25 PM EST

To Register: https://attendee.gotowebinar.com/register/6395977166910494211

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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 OpensInsurance Marketing
  • Newsletter Subscirbers
  • Web Seminar Attendees
  • Web Seminar Registrants
  • Website Contact Requests
  • Website Visitors

Originally Posted on July 3, 2013 by John Scranton

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From the Archives: I Want Leads Like I Want My Morning Coffee

  • Posted on November 9, 2016
  • by John Scranton

When I was an agency producer, I wanted leads like I wanted my morning coffee. I craved them and sometimes could not function well without them. The only problem was – most of the leads that came across my desk were a waste of time.

“John – Call my buddy Bob. He needs insurance for his business. 555-1212. He is expecting your call.”

Um, ok. What does Bob need? Is he in-profile? Is he calling every agency in town? Who knows.

So, I would call. Maybe find out he needs insurance because he was cancelled for non-pay or losses. Maybe find out he doesn’t have a business, just an idea that he is researching. Maybe have a great conversation, get a competitive quote, only to find out he won’t leave his current agent. Rarely did a “lead” from someone within my agency or my professional network result in a sale.

Fortunately my sales and marketing methodology has matured over time. I no longer want leads – although I crave coffee more than ever. Now I only pursue prospects in my target profile. I only make warm calls. I only talk to people that have a level of interest in my organization’s solutions and that I know I can help.

How? Highly targeted prospect lists, eMarketing, web seminars and warm calls. No more chasing bad leads – only chasing quality prospects identified through an integrated marketing strategy.

Originally Posted on May 14, 2010 by John Scranton

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Truck Insurance LeadsJoin us for this brief, educational web seminar and learn how territory exclusive appointment setting campaigns produce over four appointments per week for trucking agencies. Our panel of lead generation experts will share critical tips and review how implementing these best practices will increase appointments and improve closing ratios. Key topics include:

* Developing a current and accurate list of in-profile trucking prospects
* Creating a customized pitch specific to your agency and target market
* Scheduling daily appointments with in-profile unit accounts
* Defining & implementing an effective lead handling process
* Building your book of transportation clients

Date and Time: Wed, Nov 9, 2016 12:00 PM – 12:20 PM EST

Registration URL: https://attendee.gotowebinar.com/register/2312427262479076356

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.

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Truck Insurance LeadsJoin us for this brief, educational web seminar and learn how territory exclusive appointment setting campaigns produce over four appointments per week for trucking agencies. Our panel of lead generation experts will share critical tips and review how implementing these best practices will increase appointments and improve closing ratios. Key topics include:

* Developing a current and accurate list of in-profile trucking prospects
* Creating a customized pitch specific to your agency and target market
* Scheduling daily appointments with in-profile unit accounts
* Defining & implementing an effective lead handling process
* Building your book of transportation clients

Date and Time: Wed, Nov 9, 2016 12:00 PM – 12:20 PM EST

Registration URL: https://attendee.gotowebinar.com/register/2312427262479076356

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.

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Webinar: Top 5 Appointment Setting Tips for Trucking Agencies

  • Posted on October 27, 2016
  • by Alan Blume

Truck Insurance LeadsJoin us for this brief, educational web seminar and learn how territory exclusive appointment setting campaigns produce over four appointments per week for trucking agencies. Our panel of lead generation experts will share critical tips and review how implementing these best practices will increase appointments and improve closing ratios. Key topics include:

* Developing a current and accurate list of in-profile trucking prospects
* Creating a customized pitch specific to your agency and target market
* Scheduling daily appointments with in-profile unit accounts
* Defining & implementing an effective lead handling process
* Building your book of transportation clients

Date and Time: Wed, Nov 9, 2016 12:00 PM – 12:20 PM EST

Registration URL: https://attendee.gotowebinar.com/register/2312427262479076356

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.

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Webinar: 5 Lead Generation Tips for Trucking Insurance Agencies

  • Posted on October 21, 2016
  • by John Scranton

Truck Insurance LeadsJoin us for this brief, educational web seminar and learn how territory exclusive appointment setting campaigns produce over four appointments per week for trucking agencies. Our panel of lead generation experts will share critical tips and review how implementing these best practices will increase appointments and improve closing ratios. Key topics include:

* Developing a current and accurate list of in-profile trucking prospects
* Creating a customized pitch specific to your agency and target market
* Scheduling daily appointments with in-profile unit accounts
* Defining & implementing an effective lead handling process
* Building your book of transportation clients

Date and Time: Wed, Nov 9, 2016 12:00 PM – 12:20 PM EST

Registration URL: https://attendee.gotowebinar.com/register/2312427262479076356

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.

Email this to someoneShare on FacebookTweet about this on TwitterShare on Google+Share on LinkedInPin on PinterestShare on Tumblr
Read More

Truck Insurance LeadsJoin us for this brief, educational web seminar and learn how territory exclusive appointment setting campaigns produce over four appointments per week for trucking agencies. Our panel of lead generation experts will share critical tips and review how implementing these best practices will increase appointments and improve closing ratios. Key topics include:

* Developing a current and accurate list of in-profile trucking prospects
* Creating a customized pitch specific to your agency and target market
* Scheduling daily appointments with in-profile unit accounts
* Defining & implementing an effective lead handling process
* Building your book of transportation clients

Date and Time: Wed, Nov 9, 2016 12:00 PM – 12:20 PM EST

Registration URL: https://attendee.gotowebinar.com/register/2312427262479076356

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.

Email this to someoneShare on FacebookTweet about this on TwitterShare on Google+Share on LinkedInPin on PinterestShare on Tumblr
Read More

Truck Insurance LeadsJoin us for this brief, educational web seminar and learn how territory exclusive appointment setting campaigns produce over four appointments per week for trucking agencies. Our panel of lead generation experts will share critical tips and review how implementing these best practices will increase appointments and improve closing ratios. Key topics include:

* Developing a current and accurate list of in-profile trucking prospects
* Creating a customized pitch specific to your agency and target market
* Scheduling daily appointments with in-profile unit accounts
* Defining & implementing an effective lead handling process
* Building your book of transportation clients

Date and Time: Wed, Nov 9, 2016 12:00 PM – 12:20 PM EST

Registration URL: https://attendee.gotowebinar.com/register/2312427262479076356

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.

Email this to someoneShare on FacebookTweet about this on TwitterShare on Google+Share on LinkedInPin on PinterestShare on Tumblr
Read More