Insurance agents often try a myriad of strategies to generate new business clients, but there is no method as ubiquitous and misunderstood than outbound telemarketing and appointment setting. The key to success in the insurance industry is the ability to call, qualify, and set appointments with appropriate prospects.Getting Started
Develop a simple and clear mission for your appointment setting campaign. Doing so up front can lead you in the right direction when finding the right telemarketing company and targeting the appropriate market. An example of a sound strategy is to set a goal for daily appointments, meeting classifications, and data gathering.
1. Procure a list of contacts and names to call
2. Write a script and frequently asked questions
3. Determine the time frame in which you expect to call
Once you have addressed these critical components, engage a qualified insurance appointment setting service. Doing so can add firepower to your own personal efforts, and increase productivity. Ask your colleagues for referrals, or perform a simple web search to find companies experienced in the insurance industry.
Now that you have selected a provider, share your goals with them. Discuss, and reach agreement surrounding your mission and it’s elements.
Daily Appointment Goals
While this seems simple, setting a goal for daily appointments can be complicated for inexperienced insurance agents. It’s easy to get carried away with lofty ambitions, but for your campaign to be successful, you need to be realistic.
Meeting Classification / Qualification
Setting goals for meeting types is critical to your goal of daily appointments. If you imply that you only want to drop by a prospect’s office, or meet for coffee, you might be wasting your time. You need to set appointments with decision makers who are actively interested in purchasing insurance products. You must use your own intuition on the call, and probe the contact to discover whether they’ve purchased your type of insurance in the past, or if they meet the criteria of someone who needs to be insured.
Obviously, not every prospect is going to be ready to add insurance products to their portfolio. However, you can use information gathered from currently uninterested parties to follow up with them in the future. Data you should seek includes information regarding the prospect’s current circumstances, priorities, and what is holding them back from making a final decision.