June 21st, 2012
If there’s one thing you can learn from insurance fraud, it’s to never underestimate the possibility of deceit. And as always, the best way to counteract deceit is by being sharp in finding out the truth. So what does this have to do with lead generation (or a call center)?
As you’re well aware, a lead generator is supposed to tell you everything you need to know about a prospect in order to make a sale. You don’t just learn about an opportunity. You learn things that will help you achieve success with this opportunity. Things like the needs, the size, and the budget of a prospect company are just some of the interesting facts you can use so you’ll know (and show) how to be of best service to them.
The problem comes when businesses have become too lazy and would rather speed up the process in certain areas. One of these areas is the form of communication being used to connect with prospects. You see it when they automate their marketing messages and become purely dependent on attracting inquiries with as little outbound effort as possible.
Another example would be when they rely too much on online conversations to learn about prospects. They start conversations by going to social media sites or sending emails with interesting subject lines. Granted, these forms of communication aren’t without their perks. Emails don’t disrupt decision makers when they’re in the middle of important management tasks. Social media has the power to grant both exposure as well as insight into how the whole of the target market is behaving.
However, remember the issue of trust? This is where you need to question the reliability of these methods. You’ve probably read and watched many an advisory telling people to be careful about what they read online. It’s even more critical when it comes to having online conversations with someone. These warnings aren’t just limited to children or to keeping people safe from sex predators. It applies to businesses and professionals too. You shouldn’t be too trusting of the messages you receive from a prospect or the things you read up on their social media profile. In fact, even the networking sites themselves encourage their users to use real pictures and other means to show that they’re real people. That says a lot about how easy it is to put up false and misleading information on the Web.
This is why it’s very important to really verify the information you’ve gathered from online sources by using more real, more direct forms of communication. A phone conversation is one such form. It’s not that complicated. You’re hearing a real person’s voice. They’re confirming the things they’ve said in their messages, the addresses on their profiles, and what their company does. If that’s not enough (and sometimes it really isn’t), you can even set insurance appointments so that you’ll be meeting these people in the flesh.
Costs aren’t an excuse to not go to these necessary lengths. (Professional telemarketers can just be outsourced anyways so you don’t have to worry about hiring them all by yourself.) If you want to protect yourself from fraudulent information, then you must do everything to verify the truth.
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.
October 19th, 2011
There are many marketing tools today. Broadcast campaign is one of them. It makes use of various media, like TV and radio, to advertise goods and/or services. Another instrument is direct mail. Sending personalized messages coupled with a professional-looking design is still being maximized by some companies. Others utilize telemarketing. They call targeted prospects to create interests, make follow-ups or set up appointments. There are also digital tools. These include social media, search engine marketing, search engine optimization, online advertising, email campaign and cost per action. (more…)