B2B Selling Advice
Selling to Insurance Agencies
To be sure, insurance agencies are major players in a growth industry -- and that makes them attractive to companies who are eager to get in on the action. For businesses that market to insurance agencies, the streamlined sales strategies discussed in this article can critical in penetrating the industry.
In today's economy, insurance agencies are looking for quality and affordability.
The best sales teams combine personal motivation with a set of tools that equips them to meet the challenges of sales cycles that target insurance agencies. Whether you're a new business or an established industry presence, here are a few of the tools you need to have in your toolbox.
Sales Team Considerations
Most of the businesses that sell to insurance agencies utilize a team sales approach.
Although your team may consist of individual sales reps, each rep has to recognize that they are part of a larger sales unit and selling strategy. There is simply no room for mavericks in this industry! Team-based training programs and other initiatives can be beneficial, but the best strategy for encouraging buy-in to a team sales model is for owners and managers to become role models for teamwork.
Know Your Products
In reality, most insurance agencies aren't interested in one-size-fits-all product lines. Before they commit to a purchase, they want to know everything there is to know about your product.
In this industry, a unique value proposition can be the deciding factor in a sale. It's crucial for your sales team to be knowledgeable and informed. If you're selling a service to insurance agencies, your sales force has to be educated in service features and be prepared to resolve customer concerns during the sales cycle.
Effective Marketing Strategies
Effective sales strategies begin with marketing, and the marketing strategies for insurance agencies are as diverse as they come.
Yet in this industry, marketing effectiveness is inherently dependent on its ability to target key decision makers. Whether it's direct mail or a technology-rich online campaign, any initiative that fails to reach decision makers is a waste of time and resources.
Since your sales revenues hang in the balance, you can't afford to rely on stale or inaccurate sales leads. Third-party lead lists may be the best resource for making sure your team is equipped with the most up-to-date information possible. If you are new to the lead list market, you may want to consider Experian -- a third-party lead list vendor with a reputation for providing regularly updated and sorted insurance agency leads.
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