I Want Leads Like I Want My Morning Coffee

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March 1st, 2019

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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

On-Demand Webinar Coming Soon: Insurance Lead Generation for Trucking & Other Niche Markets

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December 8th, 2018

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Trucking Agency MarketingComing soon from StartUpSelling, a new on-demand webinar revealing successful strategies for insurance agencies generating leads in transportation and other niche markets.  Webinar topics include:

  • Supporting producers with effective lead gen
  • Building a prospect email list
  • Appointment setting tips & strategies
  • Creating a lead handling process
  • ROI tracking and refinement

Look for the on-demand webinar link on www.startupselling.com or our social media profiles…

Webinar: Lead Gen for Trucking and Other Niche Markets

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October 23rd, 2018

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Insurance Agency Websites - Insurance Agency MarketingInsurance agency executives and producers interested in targeting the trucking industry or other niche markets should attend this complimentary webinar to learn how to:

* Identify a target class of business
* Build a prospect list with email addresses
* Create an outreach program
* Generate in profile leads for producers
* Measure and refine lead gen programs

Date and Time: Wed, Nov 14, 2018 1:00 PM – 1:20 PM EST

Registration URL: https://attendee.gotowebinar.com/register/3569790293773720579

3 Steps to Fill Your Pipeline for Q4

Posted on

October 2nd, 2018

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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

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

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July 23rd, 2018

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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

Insurance Marketing Resource Library

Posted on

July 18th, 2018

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Insurance Agency Marketing

The team of subject matter experts at StartUpSelling has developed a complimentary Insurance Marketing Resource Library featuring:

  • Insurance Web Marketing Blogs
  • Insurance Marketing Videos
  • Insurance Web Marketing Articles
  • Insurance Marketing FAQs
  • Twitter, Facebook & Google+ Links

Leverage these resources to improve your insurance marketing, or contact us to learn more!

1,800 Insurance Agency Marketing Blogs

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July 11th, 2018

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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!

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

Posted on

July 9th, 2018

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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

Insurance Agency Marketing – Top 5 Tips in 200 Words or Less – Tip #4

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May 6th, 2018

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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

Insurance Agency Marketing CEO Answers Lead Gen & Web Marketing Questions Live – Recorded Webinar

Posted on

April 18th, 2018

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