May 10th, 2012
Now whether they’re email marketing leads, telemarketing leads, or website leads, your insurance company needs to make sure that these leads have enough interest to sit things through with your sales team and have a high chance of coming out with a sale. Of course, there are cases when a sales team would still like a good deal of involvement in influencing the outcome. However, that doesn’t mean that even those efforts can’t be boosted by a qualification process.
One good type of such a process is through converting your insurance leads into set appointments. Here are two ways that an appointment can tie down a potential client’s attention strictly on you:
- There’s a time and place – Decision makers are often busy and no matter what communication tool you use for marketing, they can’t spend so much time on the other end of it. Setting the time and place to learn more gives them an obligation to put you in their schedule.
- The prospect of more information – As with number one, there’s only so much you can give away on a phone. Telling them what matters up front though will get them more interested in learning the finer details of your offer.
On the chances that you’re already struggling as it is just getting the information for leads alone, that’s not a problem either. There’s more than one lead generation company out there that you can outsource and comes with the additional service of setting appointments from those leads.
May 3rd, 2012
Setting an appointment for financial services is a big responsibility. There’s no doubt that you’re already busy handling other clients but you need to still set a sizable amount of your time meeting new targets for more opportunities.
The tragic thing about time is that, unlike money or some other form of capital, it’s likely the most non-renewable of resources. As far as you’re concerned, you can recover money and other physical losses but you can never truly recover lost time. You can make up for it but nothing will ever take back the hours you end up wasting when you get finance leads and then end up losing them because a proper appointment couldn’t be made.
That’s why, whether you’re outsourcing lead generation services for appointments or have hired your own group to set your schedule for you, they must know how to stay vigilant even after a lead has been qualified and the meeting date has been set on your company calendar.
One way to maintain this vigilance is by properly keeping close tabs on a prospect via a well-maintained database. Your lead generator has monitored the status of a prospect all the way until it was marked qualified. It shouldn’t stop there. The database entries must be monitored all the up until the meeting has taken place.
Monitoring also gives you more clearance to conduct business communications when it is usually restricted. Businesses looking for Australia business leads are allowed to make calls because the country’s registers are only protective of communications between companies and private citizens.
In any case, when screening or assembling a lead generation group, make sure their appointment setting must always keep tabs even after qualification.
April 26th, 2012
First off, it’s well established that outsourcing can really help cut the costs of what you might deem the ‘small stuff’ so you can focus more on what your B2B insurance company is really supposed to do. While it’s true that it can be cost-efficient, there are times when the ‘small stuff’ is a lot bigger and more complicated. What does this mean? It’s simply means you should be a bit more critical when you’re looking to outsource.
One such process is appointment setting. Naturally, when you’re B2B, discussing the full details is going to take you a lot of time. You might as well meet up in person to talk about the whole thing. However, your prospects are still entitled to some amount of information.
Some suggest leaving telemarketers in charge of handling that information. But remember, this is where you’re supposed to let your standards come in. You’ve probably heard enough about the difficulties in telemarketing in Australia, Canada, and several other nations with restrictive telecommunications policies that a clean record is automatically a given. So what else?
Another thing to keep in mind actually is the capacity of your appointment setter to go beyond their main method and integrate others as well. In this day and age, decision makers have set up more than course of obstacles for lead generators. Aside from the staples of a large database, agents with adequate communication skills, and years of experience, you’ll need them to know how to deal and adapt to these obstacles. There are so many other traits actually but hopefully some of those mentioned above can help quicken your search for the right insurance call center.
April 19th, 2012
It’s undeniable that B2B leads (such as those for accounting) are hard to come by compared to the large haul brought in by consumer-targeted marketing. Then again, it’s because you don’t really need a large haul as much as you need to catch something really big.
Speaking of which however, in what ways can accounting firms like yours attract the needed attention and interest of possible business clients? Advertising comes with its unique set of different techniques and mediums but does B2b lead generation have its own?
There are several but there are two that are most commonly used: online marketing and telemarketing.
Online marketing is somewhat more similar to its B2C counterpart only that the websites, emails, and SEO efforts are specified towards people in a particular position (for accounting, it would be executives and managers in charge of handling company finances).
Telemarketing on the other hand is significantly different. B2B telemarketers are not so much pushy salespeople as they are information gatherers and dispensers. They call you to ask questions or make small announcements that they think might be relevant to the decision maker.
Both methods however are met with popular obstacles. For online marketing, spam filters can serve as one and for telemarketing, you have DNC registers (especially in countries like America, Canada, and Australia). So exactly how do accounting groups overcome these obstacles when they’re looking for something like Canada sales leads?
A simple solution is to merely have one bypass one for the other. Online marketing helps attract attention without intruding on anyone’s phone and gives interested decision makers the call they need without dealing with a spam filter. This just one solution in fact but so long as you have the will there will more ways.
April 12th, 2012
Financial planners are skilled professionals who boast not only credentials but also experience. However, when you have that level of expertise, it’s only right that you work for an equal level of pay and for reasons of equal level.
In short, you need to put yourself in a work environment that makes the best out of what you can do and pays you just as well for it. Honestly, what good was all the sweat and toil of getting your degrees and past work experience when you’re only landing doing small-time stuff?
There’s no harm in thinking big just to get your money’s worth of what you went through for the skills you have. As such, few things can get bigger than landing a job in a sizable business. You see the bigger the business, the more it has to do to manage its money. That’s where you can come in.
Be warned though, different businesses have different needs. It’s best to come prepared and sometimes you might even to set a few financial appointments to really talk things out with your target decision makers. On the other hand, you need to learn as much as you can beforehand.
Then again, it takes a lot of work if you really want to expand your search to the maximum. The good news is you don’t have to work all by yourself. Information is valuable but that doesn’t mean there aren’t any cost-efficient means to acquire it.
Outsourced telemarketing is a decent place to start getting some otherwise difficult information to pry out of businesses. Once you have that information, you’re set for finding out the best choices for your work.