5 reasons your leads have grown cold 10 13

289 views

Published on

Is your agency struggling with finding new leads? It’s not for lack of trying. You’re pounding the pavement and making prospect calls. Yet, your hard work is getting you nowhere. If you’re nodding your head, this webcast is for you.

During this 30 minute webcast, we’ll go over 5 reasons why you’re not generating new leads and how to remedy the problem. You’ll learn the hot prospect you should be targeting and when best to reach them. Plus, we’ll give you script and marketing copy ideas.

We’ll also uncover:

• How to build a referral campaign.
• Why multi-line searches can be lucrative for your agency.
• How to build relationships with renters/condo owners.

At Cole Information, we’re passionate about helping you find new customers.

Published in: Business, Economy & Finance
0 Comments
1 Like
Statistics
Notes
  • Be the first to comment

No Downloads
Views
Total views
289
On SlideShare
0
From Embeds
0
Number of Embeds
50
Actions
Shares
0
Downloads
3
Comments
0
Likes
1
Embeds 0
No embeds

No notes for slide
  • In order to be successful in finding new customers, you & the producer’s in your office need to do some work.
    But let’s work smarter not harder—and focus on the 5 ways you can prospect.
    Increasing new policy production of personal lines comes down to focusing on three marketing efforts:
    Sales timing
    Spending time with high value prospects
    Leveraging existing relationships –reaching out to neighbors of their best customers.
    Today you’ll come away with 5 ways you leads have gone cold and what you can do to warm them back up again.
  • Before we get started, just a little background on Cole Information. In 1947, Jack Cole created the Cole Directory. The “Blue Book” is the original criss-cross reference directory, a standard tool for business and government.
    Today we continue this tradition of innovation through products like Cole X-Dates to provide small business owners this searchable database of addresses and phone numbers that allows them to target consumers and businesses in their own neighborhood.
    What makes X-Dates unique is that six years ago, when we were creating this product, we talked to insurance agents like yourselves to see what they would want in a product. You told us: we want a product that is easy to use & access, alerts us when homeowner’s policies are expiring in our area. And not only that, we’d also like to be able to see which households have multi-drivers & along with being less than $500, can you make it affordable? And that’s exactly what we created.
    We created a product that’s easy to access and use and in just a few clicks, you have a list of prospects. Cole X-Dates is affordable, unlimited & also you can preview the list prior to download.
     
  • In addition, we think insurance agents are most successful when you have support. That’s why we created an online community called Cole Community, where with articles, a blog & other content including past webinars we think is interesting & is beneficial to small business owners like yourself.
    We invite you to take a look around, check out the site & use it as a resource for your needs.
  • In addition, we think insurance agents are most successful when you have support. That’s why we created an online community called Cole Community, where with articles, a blog & other content including past webinars we think is interesting & is beneficial to small business owners like yourself.
    We invite you to take a look around, check out the site & use it as a resource for your needs.
  • 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
  • The first reason your leads have gone cold: you’re focusing on the wrong prospects.
    This is an area where you have to do some homework—
    First consider your current customers
    Age
    Length of residence
    Neighborhoods
    Next think about what your ideal customers would look like—in other words, their profile
    Age
    Length of residence
    Neighborhoods
  • First year renewals are a perfect type of homeowner to reach out to.
    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.
  • In the insurance industry, referrals are a great revenue source for your small business. These people have called or come into your store on the advice of one of your best customers. Usually this word-of-mouth promotion happens by spontaneously or organically—but wouldn’t it be nice for you to have it happen on purpose?
    With Cole X-Dates, in just a few clicks, you can influence new customers to choose you through…and we’ll show you how.
  • 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.
  • Cole X-Dates is your solution.
    The X-Dates search allows you to reach out to those prospects who’s homeowner policies are up for renewal by month.
    It also allows you to focus on those first year renewals.
    (go into live demo)
  • A third reason your leads are
  • 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
  • A third reason your leads have grown cold is your copy stinks!
    It really goes back to the first reason your leads have grown cold—you don’t know who you’re targeting..so you’re trying to make the copy broad enough that it appeals to everyone.
    But it’s too broad and therefore is ignored by everyone.
  • A third reason your leads have grown cold is your copy stinks!
    It really goes back to the first reason your leads have grown cold—you don’t know who you’re targeting..so you’re trying to make the copy broad enough that it appeals to everyone.
    But it’s too broad and therefore is ignored by everyone.
  • A third reason your leads have grown cold is your copy stinks!
    It really goes back to the first reason your leads have grown cold—you don’t know who you’re targeting..so you’re trying to make the copy broad enough that it appeals to everyone.
    But it’s too broad and therefore is ignored by everyone.
  • A third reason your leads have grown cold is your copy stinks!
    It really goes back to the first reason your leads have grown cold—you don’t know who you’re targeting..so you’re trying to make the copy broad enough that it appeals to everyone.
    But it’s too broad and therefore is ignored by everyone.
  • A third reason your leads have grown cold is your copy stinks!
    It really goes back to the first reason your leads have grown cold—you don’t know who you’re targeting..so you’re trying to make the copy broad enough that it appeals to everyone.
    But it’s too broad and therefore is ignored by everyone.
  • A third reason your leads have grown cold is your copy stinks!
    It really goes back to the first reason your leads have grown cold—you don’t know who you’re targeting..so you’re trying to make the copy broad enough that it appeals to everyone.
    But it’s too broad and therefore is ignored by everyone.
  • How do you know what copy is working, where you’re getting the majority of your leads from if you’re not tracking?
    Tracking is vital to the success of any business—it helps you decide where to focus the majority of your time & energy.
    Here’s a simple tracking sheet download available on Cole Community.com/the hub.
    You just have to register & sign up.
  • 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.
  • We’re so glad you’ve chosen Cole X-Dates to jump start your sales. If you have additional questions or need assistance, our customer service number is …..1-800-283-2855 today.
    And be sure to check out Colecommunity.com. Where you can learn some great tips through our webinars—both new & recorded, read our blog & articles on colecommunity.com.
    Are there any questions?
  • 5 reasons your leads have grown cold 10 13

    1. 1. Image by Bruce Guenter via Flickr 1
    2. 2. Successful Prospecting • Talking to the right leads • Timeliness and consistency of message • Leverage relationships to forge new ones 2
    3. 3. Then & Now • Cole Directory • Published in 1947 • “Blue Book” • Crisscross directory of addresses & phone numbers • Today • In 2012 we delivered millions of expiring homeowner policy leads to thousands of insurance agents. • “Cole has enabled us to reach new homeowner insurance prospects effectively and inexpensively. -- John H., Insurance Agent 3
    4. 4. 4
    5. 5. Features: • Webcasts • Playbook download • Articles • Blog • Resources 5
    6. 6. 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. 6
    7. 7. 1) Wrong Prospect Focus • Do your homework – Current customers • Age • Length of residence • Neighborhoods – Profile ideal targets • First-year renewals • High-value prospects • Existing relationships 7
    8. 8. First-Year Renewals • Settled in their home. • Never really had the opportunity to research insurance when they purchased their home. • Reach out to 60-90 days in advance of expiring homeowner policy leads. • Successful agents: • Drop postcards, personal notes or make a simple phone call. 8
    9. 9. Focus on High Value Prospects • 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. 9
    10. 10. Leverage Existing Relationships • Referrals provide the bulk of business. • Word of mouth is organic in nature. Cole X-Dates can help you become more proactive. 10
    11. 11. 2) Outdated MKTG List • List decay 2% each month – 45 million American’s move each year – 48 million people switch jobs – Human data entry error 11
    12. 12. Fingertip Prospecting 12
    13. 13. 3) Bad Copy & Creative www.coleinformation.com 13
    14. 14. 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 14
    15. 15. 15
    16. 16. 16
    17. 17. Effective Copy Elements • Clear and concise headline • Graphic that supports headline • Colors that pop • Benefits 17
    18. 18. Effective Copy Elements • Offer • Clear call to action • Contact information 18
    19. 19. Copy Tips • Ask yourself: – Is the message I want to convey immediately obvious? – Does this message resonate with my target market? – Are the benefits or features of my product/service highlighted? – Is my offer something prospects can’t refuse? – Is my call-to-action easy and direct with clear contact information? 19
    20. 20. 4) No Follow-Up • Takes 42 hours for follow up • 1.63 call back attempts • 50% never called/emailed • Best practice: 6-9 call back attempts Source: Insidesales.com/responseaudit 20
    21. 21. 5) No Tracking in Place 21
    22. 22. 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? 22
    23. 23. Jump Start Sales! • Customer Service:   1-800-283-2855 23
    24. 24. 24
    25. 25. 25

    ×