9 Prospecting Hacks To Reach More Insurance Decision Makers In Less Time

Professional Marketing Associates Posted on by

telephoneTeleprospecting metrics give you a window into how to boost your hit rates. Everything else being equal, increasing the number of sales appointments you go on will multiply the number of sales you close. And one of the best ways to boost sales appointments is by speaking with more decision makers per calling session.

Corporate websites, LinkedIn, and other online resources can tell you who’s likely in charge of insurance buying at target companies, but you still have to get those people on the phone. These 6 strategies will take you past the run-arounds, voice mail walls and clueless gatekeepers, so you can reach more insurance decision makers in less time. Continue reading →

7 Fatal Prospecting Mistakes That Turn Gatekeepers Against You

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Noble producer-knightImagine for a moment that you are a noble producer-knight, seeking to help mitigate risks throughout the realm. Your quest for new business has led you to another corporate castle.

Now you must confront the Keeper of the Gate, cross the moat of indifference, and find the Minister of Risk so you can offer to review the current strategies for insuring the safety of the kingdom.

The moat is overflowing with the corpses of producer-knights who failed to understand the secrets of the gatekeeper’s heart. But that is not your fate because you’ve discovered a scroll, warning of the 7 fatal mistakes that brought them to their watery death. Continue reading →

Warning: Three Ways of Thinking That Poison Producers’ Minds

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Discouraged businessmanYou’ve just closed the deal. It’s a new manufacturing account that you spent hours and hours researching and putting together. You’re happy. It’s time to enjoy the success and celebrate a little, right?

If you’re inclined towards optimism, that’s likely how you’ll feel. But if you’re prone to a pessimistic view, instead of happily enjoying the success, you might be telling yourself, “I just got lucky.” (It wasn’t my efforts – it was fate. This was the exception – things usually don’t work out well. It’s a winning streak – one that’s not going to last.) Continue reading →

MarketPulse Snapshots: 3-D Printing: the Next Smart Phone or the New Pet Rock?

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OLYMPUS DIGITAL CAMERA3-D printers, which use plastic resins and other materials to create three-dimensional objects, have been around since the early 1980s. The market for 3-D printing is currently estimated at $3.8 billion, and is expected to reach $16.2 billion by 2018. Small business applications are manifesting in fields like engineering, jewelry making, and architecture. These early adopters are using the technology mostly for prototyping, creating replacement and intricate parts, and for making customized gifts.

Small businesses who’ve embraced 3-D printing have found that it offers huge productivity and cost-saving advantages. Continue reading →