How can large insurance agencies grow even larger and how do midsize agencies catch up? It often comes down to more effective marketing and lead generation campaigns. Your agency may lack the time, tools or skills to create effective lead gen campaigns, compelling video, target prospect emails lists, dynamic email drip marketing campaigns, social media building and improved SEO results. Learn about:

* Marketing Automation & Workflow for Email Drip MarketingInsurance Marketing Automation
* Full Motion Graphic Video Development & Distribution
* Sales Funnel Segmentation & Email List Building
* Key Performance Indicators & Web Analytics Reports
* Appointment Setting To Improve Producer Performance
* Integrating Digital Marketing, Lead Gen & Lead Handling

Date and Time: Wed, Jun 28, 2017 2:00 PM – 2:30 PM EDT

Registration URL: https://attendee.gotowebinar.com/register/4497221743722493697

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Sales & Marketing Discipline

  • Posted on June 26, 2017
  • by John Scranton

BusinessEvery great company has a key defining concept.  Something that is woven into the fabric of people, products and culture.  For example, 3M strives to use innovative technology and imagination to improve the daily lives of people (www.3m.com).  This concept becomes obvious when reviewing their history and how the company operates each day.  The immense challenge for businesses who want to achieve tremendous success like 3M, is to define that key concept – and then to make all decisions in alignment with that concept.

Successful sales cultures are often built the same way.  A truly honest assessment of how your sales time is spent, and the associated results, can be a very enlightening exercise.  Who is your best client or customer?  How did you find them?  How much of your time are you spending trying to repeat that same process?  How much time are you wasting with less productive initiatives or people who are less likely to buy?

Here are a few steps to help you complete this exercise:

  1. Define your Idea Prospect – Use your best customer as an example.  Who are they?  How big are they?  What does their industry and client base look like?
  2. Determine your Most Effective Marketing Tools – What marketing initiatives provide the best results?  Where do your closes come from?  What is producing the right kind of prospects?
  3. Refine your Marketing Plan– Once the above two items are clearly and honestly defined, make sure your marketing plan is directed at repeating the process.  Refine the plan so that it is accurately aligned with your findings.
  4. Stop doing Everything Else – This is a hard one.  But to achieve the 3M type of success mentioned earlier, it is required.  Throw away everything else that does not fit, and only spend time pursuing your best prospects and executing your most effective marketing campaigns.

It sounds simple, but if it was easy everyone would already be doing it – maintain focus on your best prospects and best marketing channels.  As your discipline to this concept increases, your results will improve dramatically.

Originally Posted on September 20, 2010 by John Scranton

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How can large insurance agencies grow even larger and how do midsize agencies catch up? It often comes down to more effective marketing and lead generation campaigns. Your agency may lack the time, tools or skills to create effective lead gen campaigns, compelling video, target prospect emails lists, dynamic email drip marketing campaigns, social media building and improved SEO results. Learn about:

* Marketing Automation & Workflow for Email Drip MarketingInsurance Marketing Automation
* Full Motion Graphic Video Development & Distribution
* Sales Funnel Segmentation & Email List Building
* Key Performance Indicators & Web Analytics Reports
* Appointment Setting To Improve Producer Performance
* Integrating Digital Marketing, Lead Gen & Lead Handling

Date and Time: Wed, Jun 28, 2017 2:00 PM – 2:30 PM EDT

Registration URL: https://attendee.gotowebinar.com/register/4497221743722493697

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Insurance Agency LeadsHow can large insurance agencies grow even larger? How do midsize agencies catch up? It often comes down to more effective marketing and lead generation campaigns. Your agency may lack the time, tools or skills to create effective lead gen campaigns, compelling video, target prospect emails lists, dynamic email drip marketing campaigns, social media building and improved SEO results. Join us for this webinar as we discuss:

* Marketing Automation & Workflow for Email Drip Marketing
* Full Motion Graphic Video Development & Distribution
* Sales Funnel Segmentation & Email List Building
* Key Performance Indicators & Web Analytics Reports
* Appointment Setting To Improve Producer Performance
* Integrating Digital Marketing, Lead Gen & Lead Handling

Date and Time: Wed, Jun 28, 2017 2:00 PM – 2:30 PM EDT

Registration URL: https://attendee.gotowebinar.com/register/4497221743722493697

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Sales & Marketing Tip of the Day: Narrow Your Focus

  • Posted on June 6, 2017
  • by John Scranton

What services do you provide?  Why would people want to do business with you?  How are you better than the next guy?

These simple questions are much too difficult for many agency executives to answer.  The answers are clouded by the abstract concepts and strategies we read in the trade magazines explaining how to mask the fact that we are selling insurance.  The quandary is further complicated for those who are striving to be everything to everyone – and are at risk of being nothing to no one.

The fastest and most effective path to cleaning the dust off of your value proposition and finding your true mission as a salesperson or producer is to narrow your focus.  Keep throwing the darts at the 20 until you can consistently hit your target.  Only then should you consider going for the 19’s, 18’s or bulls-eye.

StartUpSelling provides marketing solutions to insurance agencies.  Our deep industry expertise allows us to understand the challenges our clients face and to create effective solutions.  Our virtual model allows us to deliver a compelling value and responsive service.

Those are my responses to questions above.  Delivered from memory as fast as I can type.  They are easy to answer, because we have a highly focused sales and marketing strategy.

Originally Posted on May 14, 2012 by John Scranton

 

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Blogging Guidelines for Insurance Marketing & Lead Generation

  • Posted on April 25, 2017
  • by John Scranton

Insurance Social MediaMany insurance agencies fail to harness the marketing power of a blog. Note the important rewards of a successful blog:

  • Increase website traffic
  • Create new prospect opportunities
  • Improve client relations/retention
  • Position your agency as a thought leader

Here are a few guidelines that insurance agencies should follow to deploy the power of a blog:

  1. Humanize your content- A blog is much more words on a page. Well written content will create a voice of its own and engage prospects.
  2. Improve your customer service – A blog can be an interactive forum where your agency experts can answer client questions, resolving complex issues or providing key updates.
  3. Give them what they want – Clients/prospects want to easy access to information. By consistently sharing targeted content, you position your agency as a reliable source for the future.
  4. Generate more traffic – Blogs attract new readers and in turn new website visitors. You can encourage website visits by leveraging keyword phrases and internal links as calls to action.
  5. Position yourself as an industry expert – Increase your authority by posting current, relevant  and targeted information that is important to your prospects.

To know more about how blogs can improve your web marketing program, visit us at StartUpSelling.

Originally posted by John Scranton on January 20, 2015.

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Join us to learn how insurance agencies are leveraging integrated email marketing and web seminars to enhance lead generation and to improve client retention. Our agency clients are consistently attracting 50 to 300 registrants with attendance averaging over 60%. Educational insurance webinar series are highly valuable for both prospects and clients – helping to showcase expertise, demonstrate thought leadership and elevate the conversation from insurance sales to trusted adviser. Topics include:

  • Insurance Web MarketingEmail List Generation to Support Webinar Series
  • Email Marketing Best Practices & Compliance
  • Selecting Topics and Speakers
  • Webinar Preparation, Presentation & Execution
  • Follow-Up & Lead Gen Best Practices

Date & Time: Wed, Jan 25, 2017 12:00 PM – 12:30 PM EST

To Register:  https://attendee.gotowebinar.com/register/4410093140174457090

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Join us to learn how insurance agencies are leveraging integrated email marketing and web seminars to enhance lead generation and to improve client retention. Our agency clients are consistently attracting 50 to 300 registrants with attendance averaging over 60%. Educational insurance webinar series are highly valuable for both prospects and clients – helping to showcase expertise, demonstrate thought leadership and elevate the conversation from insurance sales to trusted adviser. Topics include:

  • Insurance Web MarketingEmail List Generation to Support Webinar Series
  • Email Marketing Best Practices & Compliance
  • Selecting Topics and Speakers
  • Webinar Preparation, Presentation & Execution
  • Follow-Up & Lead Gen Best Practices

Date & Time: Wed, Jan 25, 2017 12:00 PM – 12:30 PM EST

To Register:  https://attendee.gotowebinar.com/register/4410093140174457090

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