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November 30, 2015 at 05:44 AM
Even with all of the insurance web marketing methods available to generate insurance leads, many brokers and agents still leverage the traditional cold call to set up appointments with prospects. While it can be challenging for many agents, cold calling can still be an effective tool to contact and validate potential insurance leads.
You can combine the old and the new by utilizing both innovative online techniques and B2B cold calling to build your book of business. Some would refer to this as “warm calls,” because the prospects are familiar with the agency, as they’ve been receiving information via email or social media prior to the call. But, for the purposes of this blog, let’s refer to this initiative as a cold calling or appointment setting initiative.
Develop a target list or subscribe to a list service
There are many list services and specialty list providers available to agents and brokers, such as Judy Diamond for group benefits to the more generic D&B, Hoovers and InfoUSA for general agencies. The goal, however, for all agencies and brokers is to create a comprehensive suspect email list with all associated demographics, by market, region, company size and title.
Cold calling tips
Begin by determining the number of prospects you need each month to achieve the desired number of new clients. For example, if you need eight new prospects appointments each month, and you can set up an appointment every 4 hours of calling, you’ll need to spend 32 hours calling each month to generate these eight appointments.
