Is Your E-mail Signature Building or Deterring Business?

Posted by Heather Sloan on Wed, Dec 29, 2010

Most insurance marketers agree that keeping up with best practices isn’t always easy. It seems like new trends are always emerging. For example, how is your phone number displayed in your e-mail signature? It may seem like a trivial question but with the rise of smart phones and insurance professionals checking their e-mails from the road, phone number format can be critical. If the format isn’t compatible with your prospect’s mobile device, you can create a missed opportunity for communication.

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Topics: insurance marketing, Insurance Selling, email signature, email signatures, insurance marketers, marketing best practices, smart phones

Strengthen Your Insurance Communications With Power Words

Posted by Heather Sloan on Mon, Mar 22, 2010

Are you using POWER WORDS in your insurance marketing? If not, you should be!

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Topics: insurance marketing ideas, insurance marketing, insurance blogging, Insurance Selling, insurance sales letters, insurance web sites, insurance headlines, insurance sales presentations

Insurance Presentations: Maximize Your Message

Posted by Heather Sloan on Mon, Mar 15, 2010

In the last post, we explored the importance of the presentation introduction. This week, I thought it would be interesting to talk about the insurance presentation itself. Specifically – your communication strategy. Because it’s not just what you say, but how you say it that matters!

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Topics: insurance marketing, insurance offers, insurance management, Insurance Selling, marketing strategies for insurance agents, insurance sales presentations

Insurance Sales: Effective Speaker Introductions

Posted by Heather Sloan on Mon, Mar 08, 2010

Have you ever had to introduce a speaker at an insurance conference? It’s big pressure, right? You have to make them seem important but not too important, and you definitely don’t want to seem verbose. This week’s post spotlights the significance of speaker introductions and ensures that the next time you have to introduce or be introduced, you’ll be prepared with a go-to success formula. The article below is authored by professional speaker and trainer David Greenberg.

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Topics: Insurance Selling, insurance sales presentations, insurance sales marketing ideas

Thinking About Insurance Pay Per Click Advertising? Read This First!

Posted by Heather Sloan on Tue, Feb 09, 2010

Imagine you’re searching Google for stainless steel mugs to give to your insurance clients. After browsing the top results, you spot a link advertising the exact stainless steel mug for which you’ve been searching. You click through to a page crammed full of everything from T-shirts to key chains. It’s hard to say where the stainless steel mugs are, but they’re definitely not on this page. What’s a well meaning searcher to do? Hit the back button and start over of course!

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Topics: insurance lead generation, insurance marketing ideas, Insurance Selling, marketing strategies for insurance agents, insurance sales marketing ideas, commercial insurance marketing, lead generation

Why Smart Insurance Brokers Use Case Studies

Posted by Heather Sloan on Tue, Feb 02, 2010

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Topics: insurance lead generation, insurance marketing ideas, insurance marketing, insurance offers, Insurance Selling, marketing strategies for insurance agents, case study

Quick … What’s Your USP?

Posted by Heather Sloan on Tue, Jan 26, 2010

What the heck is a USP?
Unilaterally Special Purpose … Underlying Sales Power … Uncommonly Superior Price …

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Topics: insurance marketing ideas, insurance marketing, Insurance Selling, insurance sales letters, marketing ideas for insurance agents, sales letters

Seven Ways to Create Buyer Preference

Posted by Heather Sloan on Tue, Sep 08, 2009

  1. Share testimonials and success stories using print and video – Let someone else toot your horn.
  2. Compile statistics and fact sheets – Allow the numbers to speak for themselves.
  3. Facilitate competitive challenges so buyers can test drive your product/service and easily compare it to other options.
  4. Create brand preference and loyalty through social marketing channels, such as blogs and Facebook postings.
  5. Build personal trust through thoughtful relationships – Lack of trust kills countless deals; don’t let it kill yours.
  6. Give something valuable away – Share a white paper, analysis or case study. If it’s relatable, it might close the sale.
  7. Publish articles in industry magazines – It will boost your expertise and your credibility.
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Topics: insurance marketing ideas, insurance marketing, Insurance Selling

Want to be a Superstar?

Posted by Heather Sloan on Tue, May 19, 2009

Two insurance producers worked for the same agency. They were very much alike – they both were intelligent and personable, they both had a strong work ethic and they both were reputable in the community. Except, one producer seemed to struggle to write new business while the other was constantly successful, even nicknamed “Superstar” among her peers. The difference? Superstar understood WIFM.
The successful producer knows that it’s not enough to list the features of an insurance product or service—you’ve got to drive each feature “home” by showing the specific advantages your prospect will enjoy. The easiest way to transform a feature into a benefit is to ask, “What’s in it for me?” If you pose that question to each feature at least three times, the benefit will jump out at you!

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Topics: insurance lead generation, Insurance Selling

When it comes to sales letters, does size really matter?

Posted by Heather Sloan on Tue, Mar 24, 2009

When it comes to sales letters, does size really matter? This topic has been endlessly debated. Many experts say that a sales letter needs to be as long as it takes to paint a picture, convey a promise, offer proof and push for the close. In some cases, it takes one page. In other cases, it takes 12.

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Topics: insurance marketing, Insurance Selling, insurance sales letters