1
Rev Up
Marketing Efforts
3
• Jump start marketing today: 3 ways
• Telemarketing and direct mail tactics
• Questions
Session Framework
4
• Cole Directory
• Published in 1947
• Blue Book
• Criss-cross directory of
addresses and phone numbers
• Today
• In 201...
5
6
•43% of all Google searches are local
•More than 50% of mobile searches are local
•Use hashtags (#relevant keyword relatin...
Broadcast Knowledge
9
Show Your PersonalityShow Your Personality
The Guest List
• Rule of thumb: 60% of RSPV’s show up.
• Invite 40% more RSVPs to ensure success.
• Create a targeted list...
Up-To-Date MKGT List
•45 million homeowners move each year
•48 million workers switch jobs
•Errors in human data entry
Number of Renters on the Rise
• Fire Damage Keeps them up at night.
• 54% say it would take three + years to replace
belon...
Who Are Renters?
Young
• Newly on their own (last
5-10 years)
• “Gen Y” type customer
• Change address every
couple years
...
Tell the Neighbors!
21
Cold Calling Success
• Number’s Game
• First 10-seconds count!
• Focus on “local” in your introduction
• Use your best ...
• 212 million licensed drivers in America
• Uncover unlimited auto leads in your area:
• Vehicle make, model, year VIN and...
• Auto + house + Life + Toys = Umbrella.
• It’s a win-win. The homeowner saves money
and you increase your commission.
• T...
24
Your Agency’s Big Advantage
• You know:
• The local market area.
• The customer’s preference.
• The product.
• You have...
25
• Customer care advisors:
800-283-2855
Monday-Friday 8 a.m.-5 p.m. CST
Jump Start Your Sales!
26
27
Timing is Critical
•Timing:
•The ability to deliver an offer when the
consumer is likely to be most interested.
•Releva...
Avoid a Summer Slump: 3 Ways
Avoid a Summer Slump: 3 Ways
Avoid a Summer Slump: 3 Ways
Avoid a Summer Slump: 3 Ways
Avoid a Summer Slump: 3 Ways
Avoid a Summer Slump: 3 Ways
Avoid a Summer Slump: 3 Ways
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Avoid a Summer Slump: 3 Ways

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Stay cool in the office while targeting hot prospects with Cole X-Dates. In 30 minutes, we'll go over three types of leads you should be focusing on during summer slow-down. You'll get tips on what to say and copy that pops.

Plus, we'll go over how product features and how to get the most of our your subscription. Don't miss out.

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  • Avoid a summer slump: 3 ways
  • Connect to your audience personally
    One way to do that is make sure your social media pages including your Google + page is updated & verified.
    Use hashtags
    Offer incentives—free t-shirts, coupons, tips, ideas.
    Why? Because business locations aren’t properly listed on all the major location-based marketing services like Google+ Local, Foursquare, Yelp, Facebook, MapQuest and others with the correct images, address, phone number and additional information like menus, specials and more
    Claim your local real estate on sites like google places why?
    43% of all Google searches are local or location based
    Over 50% of mobile searches are local or location based
  • At Omaha’s Carson Wealth Management, founder Ron Carson and his lieutenants meet four days a week for early morning investing-strategy sessions designed to uncover the next great money-maker for the thousands of clients counting on them for prosperous futures.
    Far from being secretive closed-door meetings, the planning sessions are open to virtually anyone who has an account with Carson or with one of the company’s affiliated firms, the wealth advisers nationwide who farm out their investing and administration to Carson. The audio of the meetings is broadcast over the Internet, recorded and made available for later use as well.
    “People expect more these days, and they want the personal service to go with it,” said Ron Carson, who started his wealth advising business selling mutual funds from his University of Nebraska-Lincoln dorm room in the 1980s. “Clients are asking us to tell them in layman’s terms why we sold or bought a security or changed an allocation.”
    Carson’s willingness to let clients see how the sausage is made is one way wealth advisers are responding to increasingly demanding customers. The demands for greater transparency about what exactly is being done in return for the fees collected are driving wealth managers to increasingly higher levels of disclosure and client engagement.
  • Generate traffic to your brick & mortar w/ a Lemon Days event or an in-store event.
    Rather than selling stuff, make it a fun event that’s a customer appreciation event—with a free food & drink, complimentary consultations and other freebies.
  • Add a direct mail component…When it comes to the guest list, usually around 60% of people invited show up—that’s because there’s last minute things that come.
    So to achieve your attendance goal be sure to get 40% additional RSVPs than you actually need. In other words, if you want 100 people to show up, aim to get 140 RSVPs
  • Lists go bad! They decay by as much as 2% each month : http://blog.netprospex.com/2013/01/07/resolve-to-have-a-better-contact-database-in-2013/
    That doesn’t seem like much, right?
    Wrong! When you consider this:
    According to the USPS: 45 million Americans 17% of Americans move each year
    That’s about 1 out of 6 families moves into a new neighborhood
    The us bureau of labor statistics said 48 million people changed jobs in 2011
    Not to mention human data entry errors which account for 25 % of data quality issues.
    That’s why when you’re sending out postcards or making phone calls using a list that’s 6 months or a year old, your data is wrong!
    Returned mail
    Disconnected phones
    Undelivered emails
    That’s why Cole X-Dates is unlimited—we want you to download a new list for every marketing campaign—because we know things change.
    So if you’re using a list that’s six months old—chances are—your information is only 88 % accurate.
  • As U.S. rental occupancy rates continue to rise, according to the U.S. Census Bureau, a new Allstate survey has found that the number one concern for renters is fire damage. The survey also revealed that 54 percent of renters say it would take three or more years to replace everything they lost if they didn’t have insurance, yet only 45 percent of U.S. renters have a renters insurance policy to protect their personal possessions and collectibles.
    The survey of Americans age 18 and over was conducted by phone December 3-6, 2011, among a nationally representative sample of 1,000 American adults.
    The Allstate Corp. is the nation’s largest publicly held personal lines insurer.
  • The average renter owns about $30,000 worth of possessions, according to Keith Rutman, vice president of Allstate’s Consumer Household unit. A renters insurance policy helps cover losses due to common perils like theft, fire and smoke, vandalism and water damage.
    Let’s take a look at just who renters are.
    “It’s important for renters to know that their landlord’s insurance most likely will not cover the tenant’s personal belongings. A landlord may have coverage that can help cover the cost of structural damage to the dwelling if the unexpected happens, but renters may be faced with significant replacement costs for their furniture, clothes, electronics and other belongings,” said Rutman.
    Additional findings from the survey include:
    Thirty-two percent of renters made two or more major household purchases in the past two years.
    Only about a third of renters have completed a home inventory to catalog their possessions, compared to 44 percent of homeowners.
    Twenty five percent of renters use a home security system compared to 44 percent of homeowners.
    Eighteen percent of renters have a coin collection, 12 percent have a shoe collection, nine percent collect jewelry and eight percent collect art or paintings.
  • With many of our products, you can builld your target market around your brick & mortar just by using Google Maps technology
    This is accurate, reliable information that’s easy to use.
    Plus, it’s updated monthly, be ensure the most accurate information.
    All you have to have is a starting point address.
  • Referral marketing is one of the best ways to promote your business, but it’s usually organic in nature. Get proactive by putting door hangers, sending out postcards to neighbors of customers you’re currently working in.
    Use
    door-hangers
    Postcards
    Yard signs
    Coupons
    To alert folks of what you’re doing & why you’re there and how they can get in touch with you.
  • Cold calling is tough…it’s a number’s game, more people you call, more likely you’ll be successful.
    You have 10 seconds to get your message across—so make those precious moments count! How?
    Time of day you and day you make your calls matter.
    if it’s too early, no one will be there, too late? Everyone’s eating dinner
  • The National highway Traffic Safety Administration (NHTSA) estimates in 2011 there were 212 million drivers
    http://www.nhtsa.gov/nhtsa/Safety1nNum3ers/august2013/Issue5/9723_S1N_Aug13_Iss5_problem.html
    Why? They’re settled and now have the opportunity to research their insurance when they purchased their home. In other words, they’re thinking about what’s best for their needs, shopping around & are willing to switch carriers—you can tailor your message directly to that individual.
    We suggest talking them before they renew 60-90 days in advance
  • Now let’s talk about our second way to increase new policy production by focusing on high value prospects.
    Instead of just selling an auto policy, now you can sell an umbrella policy—adding in home & life…and toys—let’s face it, these high net worth folks have money & thus more room to play.
  • Another trigger is that hometown pride.
    You’re local you need to emphasize that.
    You know the area, the people and can relate to the same issues that your customers are dealing with.
  • Let’s take a moment and talk about why timing is critical in the sales process:
    Timing is ability to deliver an offer when the consumer is likely to be most interested
    in this case it’s before they renew their policy, not after
    Newer Homeowners are more likely to switch carriers –as opposed to people who’ve been with their agent for years.
    In addition:
    The offer needs to be relevant
    It needs to be personalized
  • Avoid a Summer Slump: 3 Ways

    1. 1. 1 Rev Up Marketing Efforts
    2. 2. 3 • Jump start marketing today: 3 ways • Telemarketing and direct mail tactics • Questions Session Framework
    3. 3. 4 • Cole Directory • Published in 1947 • Blue Book • Criss-cross directory of addresses and phone numbers • Today • In 2013 we delivered millions of expiring homeowner policy leads to thousands of agents. • “Cole has enabled us to reach new homeowner insurance prospects effectively and inexpensively.” -- John H., Insurance Agent Then & Now
    4. 4. 5
    5. 5. 6
    6. 6. •43% of all Google searches are local •More than 50% of mobile searches are local •Use hashtags (#relevant keyword relating to your business) Connect to Your Audience
    7. 7. Broadcast Knowledge
    8. 8. 9 Show Your PersonalityShow Your Personality
    9. 9. The Guest List • Rule of thumb: 60% of RSPV’s show up. • Invite 40% more RSVPs to ensure success. • Create a targeted list around brick and mortar. • Send a postcard out to the 5 mile radius • Cole Information provides unlimited up-to-date information. • Keep in mind: • Average age • Length of residence • home value
    10. 10. Up-To-Date MKGT List •45 million homeowners move each year •48 million workers switch jobs •Errors in human data entry
    11. 11. Number of Renters on the Rise • Fire Damage Keeps them up at night. • 54% say it would take three + years to replace belongings. • 45% have insurance to protect personal belongings.
    12. 12. Who Are Renters? Young • Newly on their own (last 5-10 years) • “Gen Y” type customer • Change address every couple years • Expected to become homeowners • Most likely have an auto Long-Term • 35+ years old • Established, but choose to rent • Far less likely to change apartments • Understand the importance of insurance • Most likely have auto (s)
    13. 13. Tell the Neighbors!
    14. 14. 21 Cold Calling Success • Number’s Game • First 10-seconds count! • Focus on “local” in your introduction • Use your best inflection and tone • You’re calling to advise and consult, not sell • Time & day matter
    15. 15. • 212 million licensed drivers in America • Uncover unlimited auto leads in your area: • Vehicle make, model, year VIN and Auto X-Date* • Driver’s contact info Focus on Vehicle Owners
    16. 16. • Auto + house + Life + Toys = Umbrella. • It’s a win-win. The homeowner saves money and you increase your commission. • Time investment pays off. – Customer appreciates the consultation, compassionate, relationship-style approach. Focus on Vehicle Owners
    17. 17. 24 Your Agency’s Big Advantage • You know: • The local market area. • The customer’s preference. • The product. • You have the power: • To adjust your marketing. • Track and measure. • Figure out what’s working? What’s not?
    18. 18. 25 • Customer care advisors: 800-283-2855 Monday-Friday 8 a.m.-5 p.m. CST Jump Start Your Sales!
    19. 19. 26
    20. 20. 27 Timing is Critical •Timing: •The ability to deliver an offer when the consumer is likely to be most interested. •Relevant: •Respond to the customer’s unique needs, desires, preferences, attitudes, etc. •Personalized: •Tailor it to your ideal customer.

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