You can strike gold if you know where to look. A good place is the Internet.
Insurance is all about making sales. And you can’t make sales until your producers identify prospects and learn more about them. A good place is the Internet, which contains a wealth of effective marketing tools that can help streamline the process. Here are a few valuable resources:
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InfoUSA.com (www.infousa.com) — This site provides easy access to an extensive database of consumer and business name and address information. You can search for businesses by standard methods such as ZIP code, county, SIC code, number of employees, etc. The list you create can be downloaded in a standard data format and imported into virtually any type of marketing database. Pricing depends on the specific list you select. After you complete the selection process, you’ll receive a price, based on the number of prospects and the amount of data you want to purchase. Use this site when you want to get a broad picture of the prospects you’re targeting.
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Google (www.google.com) — Although you might not think of Google as a marketing tool, it provides an easy way to gather information about prospects. You can use it as a criss-cross directory to find information when you only have a telephone number. Just type in the phone number and Google will display all Web pages with that number on them. As you learn to use the more advanced search features of the site, you’ll be able to refine your search.
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Thomas Register (www.thomasregister.com) — The Thomas Register site can help you find detailed information about prospects and clients. This site has one of the largest industrial directories, featuring 2.3 million products available on the Web from more than 189,000 manufacturers in the U.S and Canada. You can search for a specific product or service, a specific company, or a brand name, and find the company that produces it. You must register to use the site, but there’s no cost.
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Hoovers.com (www.hoovers.com) — Hoover’s is known for its in-depth coverage of companies and industries, accurate lists of key decision makers, and powerful searching and targeting tools. It covers more than 12 million global companies, both public and private, and more than 300 different industries.
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SEC - EDGAR Database (www.sec.gov) — Every public corporation is required to file a report, known as a 10-K, with the SEC at least once a year. The EDGAR database contains every report filed since 1996. 10-Ks provide very detailed information about companies, including financial information, descriptions of products and services provided, listings of executives and key staff, and a discussion of problems and issues the companies face. If your prospect is a public company, there’s no better source for information about them than a 10-K. And best of all, this information is free.
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DataLister (www.datalister.com) — This site provides specific insurance information about prospects. You can access proprietary DataLister information such as carrier of record, expiration dates, Dun & Bradstreet details, and premium estimates. Each record includes such standard information as Standard Industrial Classification (SIC) code, number of employees and chief executive name. Insurance-specific information from a variety of outside sources might include the business’ policy renewal date, current carrier of record, and estimated premium for GL, Property, and Workers Compensation.