How to Attract High Quality Prospects and Grow Your Insurance Business In As Little As Seven Steps

Save this PDF as:
 WORD  PNG  TXT  JPG

Size: px
Start display at page:

Download "How to Attract High Quality Prospects and Grow Your Insurance Business In As Little As Seven Steps"

Transcription

1 How to Attract High Quality Prospects and Grow Your Insurance Business In As Little As Seven Steps By Clifton Warren Corporate Eye Consulting

2 2013 IIAB Best Practices Study found that specialty/niche business is more profitable, easier to retain Finding, attracting and acquiring new business is still one of the toughest challenges for any insurance business. Even experienced professionals who ve grown their business organically (via referrals, word of mouth and personal contacts) are finding new business development difficult in today s competitive market. Have your previous marketing efforts have been filled with good intentions, but are delivering little tangible results? I d like to show you a simple 7-step process that anyone can follow to attract more and better clients with less effort and comprises the following steps: 1. Focusing on a niche 2. Solve a problem 3. Position your solution 4. Package your expertise 5. Find high - probability prospects 6. Generate leads 7. Covert opportunities into clients If you work on just one step a week in less than 2 months you ll have a marketing system in place to help you attract more clients with less effort. Let s explore each step of the process in more detail. Step 1: Focus on a niche market Advantages of focus Focusing on a market niche is one of the most important strategic decisions that you can make regarding the growth of your business. Focusing offers several advantages, 2013 IIAB Best Practices Study found that specialty/niche business is more profitable, easier to retain, obtain leads and provides a stream of new business through referrals. 1 It also gives you the ability to leverage your knowledge, contacts and resources. 3 different ways to specialize: 1. Product line Select a product line or risk class that is easily transferable to multiple industries, for example high net worth insurance. 2. Geographic location Locally, national and international 3. Market/Industry Manufacturing, Retail, Restaurants etc. You can have the best of both worlds by remaining a generalist and selecting a niche market to further diversify your business. Insurance professional Cliff Millar says, Being a generalist gives us constant exposure to multiple lines of business that we can evaluate and determine if it is worth investing our resources in creating a niche. 2 2

3 Learn as much as possible about the challenges, problems and hotbutton issues Selecting a market I recommend one-to-three markets. There is no magic formula for finding your ideal markets, start with the markets that you re currently serving using these 10 questions: 1. What are the markets of your best clients? 2. How many clients are you serving in this market? 3. Is this a good fit for you and your business? 4. Is this of interest to you and your staff? 5. Do you have strong non - client referral sources? 6. Are you able to easily research the market? 7. Can you quickly build a list of prospective clients? 8. How strong is the competition? 9. Can you gain the support and cooperation of underwriters with relative experience in the niche? 10. Is there good potential for growth? Success stories 1. Thoits Insurance is generalist agency that specializes in the rapidly expanding cyber liability market. Niche/specialty business comprises approximately 20 percent of annual premium volume. 2. Merkal Financial Services specialises in 2 niche markets, small business owners with less than 100 employees, middle to high net worth professionals Alan Wilson Insurance Brokers has carved out a niche markets in the Fire protection and plumbers industry. Step 2: Identify the frustrations and problems in which you have a solution After you have selected a market focus the next step is learn as much as possible about the challenges, problems and hot-button issues that prospective clients are dealing with. Insurance professional Cliff Miller says, You need to really get to know your clients and their business--and who your competition, get involved in their trade association, advertise in their trade journals, and go to their conventions. You will become known as the firm that handles that business. 3 ways to research your market: 1. Speak with existing clients you re serving 2. Contact trade associations ask about the biggest challenges their members are facing 3. Read industry journal and magazines 3

4 Building a quality-targeted list by identifying first businesses that you want to after and identify specific individuals and their contact details Success Story Professional Insurors Consultants Agency, Inc., has found a unique niche writing over 100,000 apartment units; 350 to 400 hotels and motels; 50 churches and is the largest writer of mobile home dealers and landscape nurseries in Oklahoma. 4 Step 3: Build a list of high quality prospects Create a target list of prospects that you would like to have as clients that fit your ideal client profile. When building your list, quality trumps quantity. You are much better off with 50 good names that you ve sourced than to randomly compiling a list of 10,000 names. Building a quality-targeted list by identifying first businesses that you want to after and identify specific individuals and their contact details: 5 steps to build a prospect list 1. Once you ve decided on the industry or niche market to focus on contact/join the trade association to access the member s directory. 2. Read industry journals and publications, these often have advertisements and some include business rankings of the top companies in their filed. 3. Local papers - If your market is small business within an area the local papers will often have stories and advertisements of local businesses. 4. Local library - Have access to resources to directories and business journals, many of these are available on-line. 5. LinkedIn - Used mainly by professionals, you cannot only find the names of prospects at targeted companies. You can also build a list from member groups Many of this group is open. You can also search for companies by region, industry and local area. Step 4: Create a compelling value statement that positions your business Your goal is to be seen as someone special. A value statement answers the question What you do and positions your business in the minds of a prospective client. It s how you differentiate your business from your competition. Your value statement establishes your credibility and answers the following questions: 1. Who are you? 2. What do you do? 4

5 Your value statement should answer 4 questions on a prospective clients mind 3. Whom have you worked for? 4. What can you do for me? 6 steps to create a compelling value statement: 1. Make a list of all the services that you provide 2. Select the one, two or three services that you are really known for among your clients 3. List the types of businesses within your niche that you typically do this work for (Your target market) 4. List reasons why you re a better a choice than most of your competitors? 5. List the types of value that you bring to the table and express it in a way that means something to your prospect 6. List any clients that are worth mentioning in your niche Take these answers and start creating one or more value statements. You don t have to use every element but try to incorporate as many as you can. Value statement template Your value statement should answer 4 questions on a prospective clients mind. Use the template below to help your create yours. 1. Who are you? We are a firm/business Insurance brokerage Insurance advisory Consulting 2. What do you do? We do (What) Improve something Reduce the cost Add something of value Protect something of value Eliminate some unwanted condition (Specify the value added factors. The core benefit) 3. Who do you do this for? For (Whom)? 4. What value do you bring? 5

6 Prospecting is not just about generating the most leads possible, it s also about quality We are a full-service insurance firm... (Simple description of your firm and its core capabilities Success Story CSI Insurance specializes in two distinct groups, private client and technology companies their value statement: What makes us successful in each of our niches is the fact that: We represent every major insurance carrier in each niche. We have personal relationships with these carriers due to our volume of business. Step 5: Create an information piece that relating to a prospects need or problem Put your value statement to work by creating an information piece, this is usually in the form of a special report but can be created in a variety of formats as well, including: Workbooks Checklist How-to-Guides Bundles of similar articles List of tips Explanation of best practices Books Success story Insurance professional Mike Carroll, specializes in restaurants, pizza franchises and law firms, he is so conversant on the topic that he s written books on all three niches Thebestroibook.com, Insurepizzeriabook.com and Insuringlawyerbook.com. Step 6: Employ high impact prospecting techniques to generate leads Prospecting is not just about generating the most leads possible, it s also about quality. Your goal is to turn the prospects on your list into leads. You can t acquire a client until you have lead. Top professionals adopt a variety of prospecting tactics that produced the best results for their time and money invested. I like lead generation methods that are: Relatively inexpensive Can be customised Can be controlled as to timing and content Enhance a desired image 6

7 A lead can only become an opportunity when you ve had an opportunity to present your services 3 most efficient lead generation methods Survey conducted by Best Review survey of insurance professionals networking, direct mail and online are the most valuable lead generation options. What I like about these tactics is that you can easily work from within your comfort zone: 1. Networking you meet a prospective client, offer send them your information then follow up a few days later. 2. Direct mail Offer prospects your information piece as free download 3. Online Use sites like Linked in to build a targeted list, obtain contact details and offer your free information piece Other popular lead generation methods include: Traditional advertising Cold calling Writing articles Seminar and conferences Speaking Regardless of the prospecting method you choose, it should be within your comfort zone and you enjoy doing it. Don t make the mistake of confusing prospects with leads. Prospects are people that you ve determined would be a good target for your business. You ve based this on your qualification of their markets, size or ideal client profile. Leads on the other hand are prospects that have indicated an interest in what you have to offer. Step 7: Follow up and convert your leads into opportunities Prospecting is just one step in the process; the next is to convert prospects into opportunities. A prospect must become a lead before it can become an opportunity. You must continually move prospects along your pipeline; however you cannot move someone in your pipeline if you don t follow up. A lead can only become an opportunity when you ve had an opportunity to present your services. Examples of opportunities: You have conversation with someone at a networking event about property insurance and you agree to call him later in the week to obtain more information. A lead that you ve been staying in touch will ask you to send a request for proposal 7

8 Determine if the prospects expectation is realistic You send out 100 letters to local businesses in the area and one of them phones you to ask for a quote, they have gone instantly from prospect to opportunity. 4 - Step process for converting your leads into opportunities. 1. Identify a project, upcoming event, or renewal date. Without this, you don t have something tangible to hold on for follow up. Make it a point to thank the prospect for expressing an interest in your services. Next, try to uncover a specific opportunity to focus on. For insurance professionals, this will probably be a review and/or quotation of an insurance program. Ask the following questions to identify a project: What are you looking to accomplish? Why are you seeking to do this work? What s the actual challenge that you re trying to overcome? Based on the answers, try to determine if the prospects expectation is realistic, is this something that you can do well, if this is a good fit for you and your business. 2. Determine the budget- You want to determine if your prospect is serious or is just shopping around. When you have identified a project to quote, it s important to ask about money to determine if your prospect has the budget before you invest your time obtaining quotes and putting your solutions together. Doing early will help you to screen out poor leads. Here are some budget questions to ask: Has a budget been set-aside for this? What is your expectation of premium required? Are there any budget parameters you wish to remain within? 3. Find out about the decision making process. You may not want to waste your time preparing a quotation if they are speaking to 10 other advisors It s very useful to know who your prospect will make a decision, these questions can be useful: Who will be involved in making a decision on this? Are you considering other firms? How will you make a decision? What will it be based on? 4. Determine the timing, pay attention to the answers. Non - committal answers could mean that the prospect may not be serious or is just shopping around. Finally as a few questions about the timing of a decision: 8

9 Using the telephone during your follow up will provide you with a competitive advantage When is your renewal date How soon are you looking to appoint a new advisor? Once I send you my proposal, when should I follow up with you? I suggest that your print these questions on a single sheet and have them with you when meeting with your prospect to ensure that you don t forget anything. Don t forget the phone and voice mail Using the telephone during your follow up will provide you with a competitive advantage; many of your competitors may just rely on 1. Use voice mail wisely - voice mail gives you a good opportunity to provide an uninterrupted message. Don t wing it, create a follow up script that reminds the prospect who you are and reference to the last meeting. 2. Many people who use voice mail instead of PA often will answer their own phone when they are in the office. Try calling different times of the day 3. Be persistent - It may take several calls to reach your prospect. Many times it has taken me weeks to reach some after leaving several messages only to be greeted with an apology for the lack of response. Persistence differentiates the casual caller from the serious. However, after 3 voic messages and 2-3 follow ups over the course of 4-6 weeks, if you haven t received a return call, move on but keep them on your prospect list. About the Author A successful sales professional in the insurance and financial services arenas, Clifton is the principal of Corporate Eye Consulting. Clifton helps financial services companies develop marketing systems that target, attracts clients and grow revenues. Corporate Eye 52/66 Kingsway Glen Waverley Victoria Need help with attracting new clients or expanding services to existing ones? Contact me at or By the way, if you found this report useful why not sign up for my free monthly e-newsletter? Click here 1 IIBA, 2013 Best Practices Study 2 Best Review, January 2014, p75 3 Rough Notes marketing agency of the month, April 2002, p18 4 How I got that Lead, Best Review, March 2011, p68 9

How to Grow Your Insurance Business in a Soft Market

How to Grow Your Insurance Business in a Soft Market How to Grow Your Insurance Business in a Soft Market By Clifton Warren Corporate Eye Consulting I know from speaking to other insurance brokers that many, if not all, are concerned about generating new

More information

FinancialServicesMarketin RepoRtS

FinancialServicesMarketin RepoRtS Resources to focus for your niche, acquire new clients and services ac Fortunately, you can reduce the effects of this new era of competition by concentrating on niche markets. VOL 6 NUM 1 Strategies and

More information

to get more customers online

to get more customers online ONLINE MARKETING WITH 25 MARKETING TIPS & TRICKS to get more customers online @ 2015 ReachLocal, Inc. All Rights Reserved. REACHLOCAL is a registered trademark. reachlocal.com 1 In the perfect world, getting

More information

6 Ways to Close Leads Faster (and Easier) than Your Competition. Discover the Secrets of Closing Internet Insurance Leads

6 Ways to Close Leads Faster (and Easier) than Your Competition. Discover the Secrets of Closing Internet Insurance Leads Discover the Secrets of Closing Internet Insurance Leads Introduction You know your sales are out there. You ve been using the internet to generate insurance leads, and your inbox has been filling up with

More information

The Power of Online Directories and How to Get Started Fast!

The Power of Online Directories and How to Get Started Fast! The Power of Online Directories and How to Get Started Fast! Introduction More and more small businesses today are using online directories to their benefit. If you run a small business then odds are you

More information

Marketing. Marketing Your Business. The Ground Work

Marketing. Marketing Your Business. The Ground Work Marketing Your Business Marketing is a complex process of bringing your business to the attention of the right clients. It s often difficult to link marketing activities to results and that drives business

More information

7 Secrets To Websites That Sell. By Alex Nelson

7 Secrets To Websites That Sell. By Alex Nelson 7 Secrets To Websites That Sell By Alex Nelson Website Secret #1 Create a Direct Response Website Did you know there are two different types of websites? It s true. There are branding websites and there

More information

Library Marketing Plan Workbook

Library Marketing Plan Workbook Library Marketing Plan Workbook Why Marketing? Information professionals must understand that it is essential to actively market their services. Library marketing is critical for any information professional

More information

How Top Home Improvement Pros Boost their Bottom Line:

How Top Home Improvement Pros Boost their Bottom Line: How Top Home Improvement Pros Boost their Bottom Line: Manage and Track Your Leads to Win More Deals and Earn More Profit CONTENTS PART I: MISSING PUZZLE PIECES PART II: HOW TO NURTURE YOUR LEADS CONCLUSION

More information

What Every Contractor Needs to Know to Generate Profitable Leads NOW. A Big Thank You to Michael and Devon Stone of Construction Programs & Results

What Every Contractor Needs to Know to Generate Profitable Leads NOW. A Big Thank You to Michael and Devon Stone of Construction Programs & Results Welcome Welcome to this Business-Building Event What Every Contractor Needs to Know to Generate Profitable Leads NOW Mike Jeffries Rivers of Revenue LLC Closing Success System Marketing s New Rules 1 Welcome

More information

How to Jumpstart Your E-mail List

How to Jumpstart Your E-mail List How to Jumpstart Your E-mail List By PJ Van Hulle How to Jumpstart Your E-mail List Special Report If you want to build an e-mail list that allows you to reach more people, make more money, and make a

More information

Top NINE Ways Financial Advisors Use Our Software to Get New Customers And Increase their Sales

Top NINE Ways Financial Advisors Use Our Software to Get New Customers And Increase their Sales Top NINE Ways Financial Advisors Use Our Software to Get New Customers And Increase their Sales Our software opens up so many ways to get new business because it is Quick, Simple, and Visual. This allows

More information

Email Marketing for Small Business: What s the Big Idea? A hands-on guide to making email marketing work for you.

Email Marketing for Small Business: What s the Big Idea? A hands-on guide to making email marketing work for you. Email Marketing for Small Business: What s the Big Idea? A hands-on guide to making email marketing work for you. You re considering email marketing to promote your business? Smart Move! Congratulations,

More information

MARKETING 360: DEVELOPING AN INTEGRATED MARKETING PLAN

MARKETING 360: DEVELOPING AN INTEGRATED MARKETING PLAN MARKETING 360: DEVELOPING AN INTEGRATED MARKETING PLAN How a multimedia platform can drive the success of your business If you ve ever heard a good piano player, you know that a solo act can create beautiful

More information

I use several different introductions when it comes to calling purchased leads or leads that I have generated on my own through different ads.

I use several different introductions when it comes to calling purchased leads or leads that I have generated on my own through different ads. COLD MARKET LEAD SCRIPTS COLD LEAD BUSINESS SCRIPT I use several different introductions when it comes to calling purchased leads or leads that I have generated on my own through different ads. You will

More information

Top Ten Mega Marketing Mistakes That Gun Shops Make

Top Ten Mega Marketing Mistakes That Gun Shops Make Top Ten Mega Marketing Mistakes That Gun Shops Make A Special Report By Gene Kelly, President of The American Gunsmithing Institute I can t emphasize enough how important it is to identify mistakes, because

More information

Top Marketing Tips to Grow Your Specialist Business. For use by professional intermediaries only

Top Marketing Tips to Grow Your Specialist Business. For use by professional intermediaries only Top Marketing Tips to Grow Your Specialist Business For use by professional intermediaries only 2 Top Marketing Tips to Grow Your Specialist Business Contents More effective communications for a new world

More information

Finding a Job. When You Have a Record

Finding a Job. When You Have a Record Finding a Job When You Have a Record Looking for work Y ou want a job. The fact is, to have any kind of future, you need a job. But you re probably asking yourself, Yeah, right, but who s going to hire

More information

Don t Leak Leads. Insert Copy Here. How To Identify Leaks & Get More Customers. Insert Copy Here

Don t Leak Leads. Insert Copy Here. How To Identify Leaks & Get More Customers. Insert Copy Here Don t Leak Leads Insert Copy Here Insert Copy Here How To Identify Leaks & Get More Customers 1 Our Mantra: Don t Leak Leads In the perfect world, getting every prospect to become a customer would be a

More information

The 7 Biggest Marketing Mistakes Small Business Owners Make and How to Avoid Them

The 7 Biggest Marketing Mistakes Small Business Owners Make and How to Avoid Them The 7 Biggest Marketing Mistakes Small Business Owners Make and How to Avoid Them www.basicbananas.com BASICBANANAS Ph:+611300691883 ABN43239027805 POBox502,Narrabeen,NSW2101,Sydney,Australia The 7 Biggest

More information

Top tips for online campaign optimisation

Top tips for online campaign optimisation Contents 1. The best laid plans... 3 2. Playing to the right audience... 3 3. Quality not quantity... 4 4. You only get out what you put in.. 4 5. Less is more... 5 6. Did you get my message?... 6 7. If

More information

Information Sheet 6: Recruiting a Personal Assistant

Information Sheet 6: Recruiting a Personal Assistant Shaw Trust Direct Payments Support Services Information Sheet 6: Recruiting a Personal Assistant Sheet Outline: Drafting a Job Description and Person Specification Advertising your vacancy Interviewing

More information

The 17 Costly Marketing Mistakes made by Restaurant Operators that Destroy their Advertising Profits

The 17 Costly Marketing Mistakes made by Restaurant Operators that Destroy their Advertising Profits The 17 Costly Marketing Mistakes made by Restaurant Operators that Destroy their Advertising Profits Ross Murphy Managing Director Fresh Restaurant Marketing Discovering what your competition doesn t want

More information

Change Your Business Card Into A Lead Generation Machine Workbook

Change Your Business Card Into A Lead Generation Machine Workbook Change Your Business Card Into A Lead Generation Machine Workbook E-Learning Marketing System This mini video series has been carefully created to guide you to the content that can impact your business

More information

COMEAU WEB COPY. by Brett Comeau. Comeau Web Copy. lead marketing. e: BrettC@comeauwebcopy.com o: 1(888) 454-4907 c: 1(310) 913-5323

COMEAU WEB COPY. by Brett Comeau. Comeau Web Copy. lead marketing. e: BrettC@comeauwebcopy.com o: 1(888) 454-4907 c: 1(310) 913-5323 8 Effective Techniques of Direct Response Marketing by Brett Comeau Comeau Web Copy writing and editing lead marketing global messaging e: BrettC@comeauwebcopy.com o: 1(888) 454-4907 c: 1(310) 913-5323

More information

Guided Voicemail Scripting Toolkit. A guide to conducting well-run Guided Voicemail campaigns

Guided Voicemail Scripting Toolkit. A guide to conducting well-run Guided Voicemail campaigns Guided Voicemail Scripting Toolkit A guide to conducting well-run Guided Voicemail campaigns Guided Voicemail - Scripting Toolkit P a g e 2 Virtual Causeway 22 King Street South 5 th Floor Waterloo, ON

More information

My 12 Top Tips for Marketing Your Law Firm

My 12 Top Tips for Marketing Your Law Firm My 12 Top Tips for Marketing Your Law Firm With more than 1 million attorneys in the U.S. and approximately 45,000 individuals graduating from law schools every year, law firm marketing isn t an option.

More information

Good Fast or Low cost marketing

Good Fast or Low cost marketing Email Marketing 101 Good Fast or Low cost marketing We ve all heard the old adage about how, when it comes to marketing, you can get what you need done well, delivered quickly or produced inexpensively;

More information

Copyright 2011 First Data Corporation. What is Prospecting?

Copyright 2011 First Data Corporation. What is Prospecting? Copyright 2011 First Data Corporation What is Prospecting? What is Prospecting? The actual sales process can be divided into four key areas: Prospecting Searching for potential business and customers Qualifying

More information

DIGITAL FIRST For Community Financial Institutions

DIGITAL FIRST For Community Financial Institutions DIGITAL FIRST table of contents Chapter 1 Overview: Individual Consumers Chapter 2 Attract: Creating Relationships Chapter 3 Engage: Transactional Touchpoints Chapter 4 Grow: Relevant Offers and Referrals

More information

Brace Yourselves For Direct Sales To Small-Business Insurance Consumers!

Brace Yourselves For Direct Sales To Small-Business Insurance Consumers! Casualty Actuarial Society Annual Meeting Brace Yourselves For Direct Sales To Small-Business Insurance Consumers! Sam Friedman, Insurance Research Leader, Deloitte Center for Financial Services Donna

More information

10 ways Professional Service companies can increase their profits through marketing

10 ways Professional Service companies can increase their profits through marketing 10 ways Professional Service companies can increase their profits through marketing A Xander Marketing Guide T: 03302232770 E: hello@xandermarketing.com W: www.xandermarketing.com Introduction Traditionally

More information

report in association with: The State of B2B

report in association with: The State of B2B 2012 report in association with: The State of B2B Lead Generation: 2012 Results WHAT S INSIDE Introduction & Methodology pg 03 Lead Sources & Volumes pg 11 Who s Using CRM pg 04 Lead Response Times, Volumes

More information

Business Planning. Agent Business Plan 2007

Business Planning. Agent Business Plan 2007 Business Planning Most agents choose real estate as a career because they want to make more money and have more time. However, most agents when they first start out in the business take a serious cut in

More information

The MTD Sales Training Academy

The MTD Sales Training Academy The MTD Sales Training Academy MTD Sales Training, 5 Orchard Court, Binley Business Park, Coventry, CV3 2TQ Web: www.mtdsalesacademy.com Phone: 0800 849 6732 As a sales person or a sales leader within

More information

SHC Corporate Profile

SHC Corporate Profile SHC Corporate Profile ABOUT SHC INSURANCE BROKERS be sure... your business is covered to compete in the new economy be insured with SHC SHC Insurance Brokers is one of the leading insurance brokers in

More information

MARKETING YOUR BUSINESS WITH WHITE PAPERS

MARKETING YOUR BUSINESS WITH WHITE PAPERS MARKETING YOUR BUSINESS WITH WHITE PAPERS About the Author Michael J. Dowling is a ghostwriter and editor who helps consultants, coaches, and other professionals create books and white papers to promote

More information

How to Increase Sales and Gross Profit in a Down Market

How to Increase Sales and Gross Profit in a Down Market How to Increase Sales and Gross Profit in a Down Market Contents Introduction The Basics Increase the Number of Fresh Ups Increase Advertising and Marketing Prospecting by Sales Consultants Increase Your

More information

SPECIAL REPORT The 9- Point Marketing Success Method for Small Business Owners and Non Profits by Roberta Guise MBA

SPECIAL REPORT The 9- Point Marketing Success Method for Small Business Owners and Non Profits by Roberta Guise MBA SPECIAL REPORT The 9- Point Marketing Success Method for Small Business Owners and Non Profits by Roberta Guise MBA ] [Document Subtitle] [Author Name] 2009. Roberta Guise. Guise Marketing & PR www.guisemarketing.com

More information

Top 10 best practices that savvy marketers know about

Top 10 best practices that savvy marketers know about Top 10 best practices that savvy marketers know about Includes your three FREE bonus exercises courtesy of Sherry Prescott-Willis, author, Market This! www.marketthisbook.com Top 10 best practices that

More information

THE ULTIMATE WORKSHEET TO JUMP-START YOUR FIRST LINKEDIN LEAD-GENERATION CAMPAIGN

THE ULTIMATE WORKSHEET TO JUMP-START YOUR FIRST LINKEDIN LEAD-GENERATION CAMPAIGN THE ULTIMATE WORKSHEET TO JUMP-START YOUR FIRST LINKEDIN LEAD-GENERATION CAMPAIGN LET S GET YOUR LEAD-GENERATION CAMPAIGN OFF THE GROUND! LinkedIn is a wonderful platform to connect to business colleagues,

More information

The Hungry Agent s Recipe for Success

The Hungry Agent s Recipe for Success The Hungry Agent s Recipe for Success Tips from Top Medicare Agents written by: Senior Market Sales, Inc. www.seniormarketsales.com Success is a lot like spaghetti... Both require a minimal amount of ingredients

More information

THE SECRETS TO ONLINE MARKETING (MOST AGENCIES WILL NEVER TELL YOU!) A Key Principles publication

THE SECRETS TO ONLINE MARKETING (MOST AGENCIES WILL NEVER TELL YOU!) A Key Principles publication 10 THE S TO ONLINE MARKETING (MOST AGENCIES WILL NEVER TELL YOU!) A Key Principles publication 10 S THE TO ONLINE MARKETING (MOST AGENCIES WILL NEVER TELL YOU!) By Jackie Key, Managing Director, Key Principles

More information

If you need to alter the sequence, that is okay. Just be sure to complete each point and don t stop until you have implemented them all.

If you need to alter the sequence, that is okay. Just be sure to complete each point and don t stop until you have implemented them all. Introduction This program is simple, but effective. You will have to DO things and they will require some attention and persistence, but overall it is a relatively easy process. Take time to read through

More information

A Model for Making Sense Out of Marketing ROI Measurements

A Model for Making Sense Out of Marketing ROI Measurements A Model for Making Sense Out of Marketing ROI Measurements M easuring and improving marketing ROI is a process. It's not a one-shot deal. It's an ongoing effort, an integral part of well-oiled marketing

More information

Joe Stumpf's Secrets of Top Producers

Joe Stumpf's Secrets of Top Producers Teleclass Workbook Joe Stumpf's Secrets of Top Producers Simple Strategies To Get You An EXTRA 3 Transactions In The Next 60 Days No More Cold Calling No More FSBOs No More Expireds No More Begging No

More information

Your FREE Report The Ultimate Guide To SEO Success In 2015 How To Maximise Your Leads, Sales And Profits Via Google

Your FREE Report The Ultimate Guide To SEO Success In 2015 How To Maximise Your Leads, Sales And Profits Via Google Your FREE Report The Ultimate Guide To SEO Success In 2015 How To Maximise Your Leads, Sales And Profits Via Google By Katina Beveridge 1 INTRODUCTION Imagine having a flood of highly targeted, ready to

More information

How to Make Your Independent Agency Website A Great. Sales & Service Resource

How to Make Your Independent Agency Website A Great. Sales & Service Resource How to Make Your Independent Agency Website A Great Sales & Service Resource 1 CONTENTS What Your Website Can Do... 3 Make It Attractive... 5 Make It Findable... 7 Make It Actionable... 10 Make it Educational...

More information

Adapted from Ten Tips for an Effective Job Search

Adapted from Ten Tips for an Effective Job Search Adapted from Ten Tips for an Effective Job Search by Dr. Thomas J. Denham, Career Counselor, Careers In Transition LLC, Colonie, New York There are three principal stages of career development. These include:

More information

Lead Generation & Prospecting in a Sales 2.0 World

Lead Generation & Prospecting in a Sales 2.0 World Lead Generation & Prospecting in a Sales 2.0 World EXECUTIVE SUMMARY Complex B2B sales are becoming more difficult to find and close than ever before, due to longer sales cycles and more complex B2B purchasing

More information

Your guide to finding a job

Your guide to finding a job Your guide to finding a job Inside: your questions answered Planning your strategy Being creative with your approach Identifying the right partners INSPIRING LEARNING 2 Don t let anything hold you back

More information

Sizzling Website Copy

Sizzling Website Copy Sizzling Website Copy FOR: Gavin Sloan www.whitelabelseo.com.au Home Page: An SEO Partner You Can Trust. Pure Results. Experience the Power of our White Label SEO.

More information

BUSINESS PLAN TEMPLATE

BUSINESS PLAN TEMPLATE PARRY SOUND AREA COMMUNITY BUSINESS & DEVELOPMENT CENTRE INC. A Community Futures Development Corporation 1A Church Street, Parry Sound, ON P2A 1Y2 Telephone: (705)746-4455 Toll Free: 1-888-746-4455 Fax:

More information

Using Original Content to Generate Online Visibility, Web Site Traffic and Sales Leads

Using Original Content to Generate Online Visibility, Web Site Traffic and Sales Leads Using Original Content to Generate Online Visibility, Web Site Traffic and Sales Leads Executive Summary This is part 2 of our 3-part series on how to effectively use your web site, original content, and

More information

CHANGES IN THE PROFESSIONAL SERVICES MARKETING MIX: Traditional vs. Online Marketing

CHANGES IN THE PROFESSIONAL SERVICES MARKETING MIX: Traditional vs. Online Marketing CHANGES IN THE PROFESSIONAL SERVICES MARKETING MIX: Traditional vs. Online Marketing BY SYLVIA S. MONTGOMERY Over 20 years ago, Phillip Kotler, recognized by many as the father of marketing, warned that

More information

OVERVIEW OF INTERNET MARKETING

OVERVIEW OF INTERNET MARKETING OVERVIEW OF INTERNET MARKETING Introduction to the various ways in which you can market your business online 2 April 2012 Version 1.0 Contents Contents 2 Introduction 4 Skill Level 4 Terminology 4 What

More information

Fill Your Sales Pipeline With Business That You Don t Have to Work For

Fill Your Sales Pipeline With Business That You Don t Have to Work For Sparta Success Systems Presents: Turn Your Website Into A Lead Generation Machine! Fill Your Sales Pipeline With Business That You Don t Have to Work For 508-243-6257 www.spartasuccess.com http://activerain.com/blogs/spartasuccess

More information

Leveraging. to Launch Sales

Leveraging. to Launch Sales Leveraging to Launch Sales Presented by: Bryan Whittington Peak Performance Management. Inc.. 1 What are the top 3, 4, 5 things, from a selling perspective, that if I could do just a little more efficiently,

More information

7 Proven Steps to Generating a Steady Stream of Hot Leads with Short and Simple Prospecting Emails

7 Proven Steps to Generating a Steady Stream of Hot Leads with Short and Simple Prospecting Emails 7 Proven Steps to Generating a Steady Stream of Hot Leads with Short and Simple Prospecting Emails 7 Proven Steps to Generating a Steady Stream of Hot Leads with Short and Simple Prospecting Emails p.2

More information

CIBC Business Toolkit Grow and Manage Your Business Online. Part 2: Grow Your Web Presence

CIBC Business Toolkit Grow and Manage Your Business Online. Part 2: Grow Your Web Presence CIBC Business Toolkit Grow and Manage Your Business Online Part 2: Grow Your Web Presence 2 Grow Your Online Presence Did you know that in 2012, 93% of Canadians browsed online for information on goods

More information

The Performance Marketer s Guide to Email Marketing: Engaging Your Subscribers

The Performance Marketer s Guide to Email Marketing: Engaging Your Subscribers Fluent 2016 Page 5 The Performance Marketer s Guide to Email Marketing: Engaging Your Subscribers You ve cleared the initial hurdle of acquiring new prospects for your email marketing campaigns, but now

More information

Sales Call Success For Promotional Products Professionals

Sales Call Success For Promotional Products Professionals Sales Call Success For Promotional Products Professionals Copyright 2005 Rosalie Marcus, The Promo Biz Coach http://www.promobizcoach.com Five Steps To A Successful Sales Call 1. Target prospects that

More information

Welcome. BBA Life Brokerage is an Insurance Services firm that helps you meet your clients needs and grow your revenue.

Welcome. BBA Life Brokerage is an Insurance Services firm that helps you meet your clients needs and grow your revenue. Welcome BBA Life Brokerage is an Insurance Services firm that helps you meet your clients needs and grow your revenue. Helping Advisors Develop Markets and Reduce Expenses Are you struggling to keep your

More information

The Slide Presentation and a a Handout on Marketing and Lead Generation will be Available

The Slide Presentation and a a Handout on Marketing and Lead Generation will be Available Welcome to this Business Building Event for Roofing Contractors Get More Prospects to Say Yes in 2014. Closing Secrets and Tips Your Competitors Hope You Never Learn Content Created by Mike Jeffries Rivers

More information

1. Module one lead generation system market while you sleep

1. Module one lead generation system market while you sleep 1. Module one lead generation system market while you sleep 1.1. Why old marketing strategies don t work anymore 1.1.1. Do you have to spend money on adverting 1.1.2. The TV Industrial complex what s broken

More information

7direct marketing. TECHNIQUES for FINANCIAL SERVICES. By Clifford Blodgett. Demand Generation and Digital Marketing Manager

7direct marketing. TECHNIQUES for FINANCIAL SERVICES. By Clifford Blodgett. Demand Generation and Digital Marketing Manager 7direct marketing TECHNIQUES for FINANCIAL SERVICES By Clifford Blodgett Demand Generation and Digital Marketing Manager Personalize your message Decide on your objective Test your campaign and modify

More information

United Way Campaign Guide Executive Summary for Employee Campaign Managers

United Way Campaign Guide Executive Summary for Employee Campaign Managers United Way Campaign Guide Executive Summary for Employee Campaign Managers PREPARE FOOD Meet with your CEO Recruit your Campaign Team Learn about United Way and the community s Agenda for Change PLAN Analyze

More information

Reaching New Customers With E-Mail Newsletters An Executive White Paper

Reaching New Customers With E-Mail Newsletters An Executive White Paper Reaching New Customers With E-Mail Newsletters An Executive White Paper Coravue, Inc. 7742 Redlands St., #3041 Los Angeles, CA 90293 USA (310) 305-1525 www.coravue.com Table of Contents Introduction...1

More information

The AQ2E Affiliate Marketing System

The AQ2E Affiliate Marketing System The AQ2E Affiliate Marketing System Sean Miller Director of Business Development 501 S. Idaho Street, Suite 210 La Habra, CA 90631 888-223-4773 Ext. 1008 562-473-4063 (Direct Line) smiller@agentquote.com

More information

Retaining Patients and Reclaiming the Lost Ones By: Catherine Maley, MBA, Author, Your Aesthetic Practice

Retaining Patients and Reclaiming the Lost Ones By: Catherine Maley, MBA, Author, Your Aesthetic Practice Retaining Patients and Reclaiming the Lost Ones By: Catherine Maley, MBA, Author, Your Aesthetic Practice To grow aesthetic profits, it s imperative you focus your efforts on your preferred patients and

More information

Five steps for marketing your practice

Five steps for marketing your practice Five steps for marketing your practice Beautiful accounting software www.xero.com PAGE 2 FIVE STEPS FOR MARKETING YOUR PRACTICE What do we mean when we talk about marketing? It s a crucial part of your

More information

The Foundation of Fundraising Success: Understanding Why People Give

The Foundation of Fundraising Success: Understanding Why People Give IPM Advancement - Whitepaper The Foundation of Fundraising Success: Understanding Why People Give The Foundation of Fundraising Success: When you re in the business of raising money for a cause, it s crucial

More information

5 Point Social Media Action Plan.

5 Point Social Media Action Plan. 5 Point Social Media Action Plan. Workshop delivered by Ian Gibbins, IG Media Marketing Ltd (ian@igmediamarketing.com, tel: 01733 241537) On behalf of the Chambers Communications Sector Introduction: There

More information

The Lukens Company Turning Clicks into Conversions: How to Evaluate & Optimize Online Marketing Channels

The Lukens Company Turning Clicks into Conversions: How to Evaluate & Optimize Online Marketing Channels The Lukens Company Turning Clicks into Conversions: How to Evaluate & Optimize Online Marketing Channels Turning Clicks into Conversions: How to Evaluate & Optimize Online Marketing Channels We ve all

More information

Guide To Effective Email Marketing Strategies

Guide To Effective Email Marketing Strategies Guide To Effective Email Marketing Strategies INTRODUCTION 3 CREATING YOUR LETTERS 4 TIPS FOR SUCCESSFUL EMAIL MARKETING LETTERS: 6 SPECIAL OFFERS AND BROADCASTS 7 GENERATING LEADS 8 TRACKING YOUR RESULTS

More information

Local Search Optimization Guide: Google+ Local & Getting Found in Your Neighborhood

Local Search Optimization Guide: Google+ Local & Getting Found in Your Neighborhood Local Search Optimization Guide: Google+ Local & Getting Found in Your Neighborhood How Do You Get Found in Local Search and Stay There? As you've likely noticed when searching on Google over the past

More information

ONLINE MARKETING FUNDAMENTALS

ONLINE MARKETING FUNDAMENTALS ONLINE MARKETING FUNDAMENTALS How to Get More Customers and Supporters Online By Shane Rasnak www.shanerasnak.com What We ll Be Covering Why most organizations get terrible results with online marketing

More information

Plus, although B2B marketing budgets have increased, the number of channels may far surpass what you can do with your budget.

Plus, although B2B marketing budgets have increased, the number of channels may far surpass what you can do with your budget. 1 CNBC s list of the Top 10 Most Stressful Jobs of 2011 revealed that the sixth most stressful job was that of an advertising account executive. The reason today s account executives are so stressed is

More information

LEARN HOW TO RECEIVE A 200% TO 300% HIGHER RETURN ON YOUR INTERNET LEADS

LEARN HOW TO RECEIVE A 200% TO 300% HIGHER RETURN ON YOUR INTERNET LEADS LEARN HOW TO RECEIVE A 200% TO 300% HIGHER RETURN ON YOUR INTERNET LEADS This FREE webinar will go through some of the top code cracking secrets and conversion tips and tricks that will help you see higher

More information

How to Get Big Companies to Call, Buy and Beg for Your Products and Services

How to Get Big Companies to Call, Buy and Beg for Your Products and Services SPECIAL REPORT How to Get Big Companies to Call, Buy and Beg for Your Products and Services By David Frey www.marketingbestpractices.com Copyright 2005 www.marketingbestpractices.com Page 1 How to Get

More information

We are here to help you...

We are here to help you... We are here to help you... Hi Scott Wilson here the Founder of Digital Influence. I just wanted to say thanks for taking the time to read this short report. As a business owner that has been lucky enough

More information

Lead Generation Implementation Model... 3

Lead Generation Implementation Model... 3 Table of Contents Lead Generation Implementation Model... 3 About the Technology Companies that Participated... 4 Which best describes your soluticon?... 4 What are your annual revenues?... 4 What market

More information

Profitable vs. Profit-Draining Local Business Websites

Profitable vs. Profit-Draining Local Business Websites By: Peter Slegg (01206) 433886 07919 921263 www.besmartmedia.com peter@besmartmedia.com Phone: 01206 433886 www.besmartmedia.com Page 1 What is the Difference Between a Profitable and a Profit-Draining

More information

TeleSales Fast Start Package: Selling Silver Guard Using the INSpeed Enrollment Process

TeleSales Fast Start Package: Selling Silver Guard Using the INSpeed Enrollment Process TeleSales Fast Start Package: Selling Silver Guard Using the INSpeed Enrollment Process Traditionally an agent has sold personal lines of insurance products during a face-to-face appointment with a client.

More information

DRIP MARKETING CAMPAIGNS 2012

DRIP MARKETING CAMPAIGNS 2012 DRIP MARKETING CAMPAIGNS 2012 THE DRIP MARKETING CONSOLE EXPLAINED From ACT! select the Sage Emarketing for ACT! icon and choose the Drip Marketing Tab. 1. Drip Marketing Campaigns This window lists all

More information

The Balance Sheet, Unlock its power within your small business. By Jessica Reagan Salzman Professional Bookkeeper http://www.heartbasedbookkeeping.

The Balance Sheet, Unlock its power within your small business. By Jessica Reagan Salzman Professional Bookkeeper http://www.heartbasedbookkeeping. The Balance Sheet, Demystified Unlock its power within your small business. By Jessica Reagan Salzman Professional Bookkeeper http://www.heartbasedbookkeeping.com You Can Understand Your Company s Balance

More information

white paper Tracking Phone Leads: The Missing Piece of Marketing Automation

white paper Tracking Phone Leads: The Missing Piece of Marketing Automation white paper Tracking Phone Leads: The Missing Piece of Marketing Automation Tracking Phone Leads: The Missing Piece of Marketing Automation 21 Executive Summary Marketing organizations today including

More information

Push & Pull Marketing

Push & Pull Marketing Push & Pull Marketing As we face the new year, foremost in the minds of business owners are how they will increase revenues in the current economic environment. This paper discusses two specific types

More information

DEVELOPING A SOCIAL MEDIA STRATEGY

DEVELOPING A SOCIAL MEDIA STRATEGY DEVELOPING A SOCIAL MEDIA STRATEGY Creating a social media strategy for your business 2 April 2012 Version 1.0 Contents Contents 2 Introduction 3 Skill Level 3 Video Tutorials 3 Getting Started with Social

More information

WSI White Paper. Prepared by: Ron Adelman Search Marketing Expert, WSI

WSI White Paper. Prepared by: Ron Adelman Search Marketing Expert, WSI Don t Leave Your Money on the Table WSI White Paper Prepared by: Ron Adelman Search Marketing Expert, WSI Introduction When was the last time that you looked online for a product or service? What stood

More information

Guide: How to Build a Digital Listing Presentation

Guide: How to Build a Digital Listing Presentation Introduction It s no secret that it s harder to find inventory and get listings. According to the National Association of REALTORS, here are a few stats that explain why: The inventory of newly constructed

More information

3 KEYS TO TRANSFORMING SALES & MARKETING WITH INBOUND MARKETING

3 KEYS TO TRANSFORMING SALES & MARKETING WITH INBOUND MARKETING 3 KEYS TO TRANSFORMING SALES & MARKETING WITH INBOUND MARKETING 2 2011 by Mark Mathson This work is licensed under the Creative Commons Attribution 3.0 United States License. Please feel welcome to share

More information

Insurance for small businesses

Insurance for small businesses Simply Business THE SIMPLY BUSINESS GUIDE TO Insurance for small businesses Guide #2 The UK s biggest business insurance provider 2 3 Contents 01 Finding a provider The role of insurance brokers and aggregators,

More information

AIA Michigan s Social Media Marketing Course

AIA Michigan s Social Media Marketing Course AIA Michigan s Social Media Marketing Course Welcome to the AIA Michigan s Social Media Marketing Course You are now officially on your way to getting a strong foundation of how you can market your business

More information

Combating Commoditization: Re-Storing the Value

Combating Commoditization: Re-Storing the Value Marketing Combating Commoditization: Re-Storing the Value Proposition Richard Hicks - Transamerica Noel DeVries Mutual of Omaha Claire Durand - Transamerica Tom Riekse, Jr. LTCI Partners, LLC Goals for

More information

Basic Sales Training

Basic Sales Training Basic Sales Training Basic sales training for people new to sales, and self employed and small business owners that sell products and services. This free sales training program from www.sales-training-sales-tips.com

More information

Yet many companies still look toward solutions that can keep their clients secure and healthy

Yet many companies still look toward solutions that can keep their clients secure and healthy Exclusive Study: Employers Turn to Voluntary Benefits, Cost-Sensitive Products August 2009-2009 Employee Benefits Selling Guide Written by Christina Pellett, Managing Editor Yet many companies still look

More information

Measuring the Effectiveness of Your Content Marketing

Measuring the Effectiveness of Your Content Marketing Measuring the Effectiveness of Your Content Marketing 1 Measuring the Effectiveness of Your Content Marketing A 5-Step Process to Prove Value and Grow Your Business Measuring the Effectiveness of Your

More information

Marketing Subcontractor Services

Marketing Subcontractor Services Marketing Subcontractor Services Part I Winning That Big Contract is More Than Just Low Bid Today By Greg Hoyle, Consultant Fails Management Institute Often subcontractors come to our consultants and say,

More information

Cold Calling The Deliberate Approach of Selling to Anonymous Promising Prospect

Cold Calling The Deliberate Approach of Selling to Anonymous Promising Prospect ABSTRACT: Cold Calling The Deliberate Approach of Selling to Anonymous Promising Prospect Karunesh Bhardwaj Research Scholar Department of MBA India Majority of business firms across the globe are in the

More information