https://completemarkets.com/company/CompleteMarkets/Articles/content-package/IMMS-Library/TabCategory/article-post/710/Get-Customers-To-Toot-Your-Horn-And-Build-Your-Bottom-Line/
... their reasons. In Marketing Your Services (Contemporary Books), Rick Crandall writes, "suggest specific areas they might address: the quality of finished work; on-time delivery; how easy you are to work with. Have at least one testimonial that covers each benefit described in your marketing materials." For instance Crandall's book opens with testimonials from more than 40 experts and service providers. Each is tied to a specific benefit, such as, "You have to bend over backward not to make money with the information in this book." KEEP CLIENT KUDOS LEGAL When trolling for testimonials, there are two ways you can land in legal hot water. The first is using the name, image, or words of a client without permission. To comply with the law, include a checkbox ... Egberto Willies, owner of Willies' Insurance Center, has increased sales 30% by adding the testimonials of clients and companies to his Web pages, direct mailings, and brochures. Because he sells insurance to programmers, he scours his database for high-profile decision makers. If a corporate executive compliments your company directly, ask to include the firm's logo on your marketing materials. PLAY UP THE BENEFITS Prospects shop with their gut. Often, before making a purchase, they'll look for information that justifies their premeditated decisions. That's why testimonials work: They confirm to prospects that your company is a wise choice. To help reduce the apprehensions of first-time buyers, use positive recommendations that highlight the unique advantages of your product or service. "Your testimonial can't just say, ‘Great service! ...
https://completemarkets.com/Article/article-post/708/Retaining-Lifetime-Customers/
...be customers with multiple products tied to commercial accounts, niche markets...
https://completemarkets.com/Article/article-post/907/E-Marketing-Strategies-That-Are-More-Bricks-Than-Clicks/
...ll advantage of e-commerce opportunities, not all businesses are e-commerce co...the freeways. For those of us who feel tied to our jobs, our vehicles break th...
https://completemarkets.com/Article/article-post/2634/The-Sales-Center-Systematic-Marketing-and-Selling/
...ctive responses.
How does all this tie into the sale center concept? The sale...works just as well for the one-person shop as it does for the mega-shop.
The sales center should generate ...
https://completemarkets.com/Article/article-post/710/Get-Customers-To-Toot-Your-Horn-And-Build-Your-Bottom-Line/
...erts and service providers. Each is tied to a specific benefit, such as, “You...
https://completemarkets.com/Article/article-post/2417/How-To-Build-Your-Personal-Lines-Book-Part-II/
...rs or Renters needs. Other possibilities: Floaters, Flood, Umbrellas, Marine, ...power with potential markets. Platt's shop is part of a cluster group covering...
https://completemarkets.com/Article/article-post/1101/WOMENS-INDEPENDENT-GUIDE-TO-INSURANCE/
...ir client needs. Because we are not tied to a specific insurer, we also serve ...inancial statements, the lease on the shop, and her business ledger showing sa...
https://completemarkets.com/company/CompleteMarkets/Articles/content-package/IMMS-Library/TabCategory/article-post/239/Commission-Reduction-Strategies/
... you'll have the advantage! The last strategy is to reduce your agency receivables and bad debt write-offs. This one is obvious. Agents are not selling when they are collecting and by establishing an agency credit policy and sticking to it, you can spend more time on sales and less on collections. Get sufficient deposits and don't bind anything without either full premium or a proper deposit. Have your producers tie down payment terms before the account is bound and written. Monitor and enforce uncollectable audit payment provisions so they are turned back to the carrier when they are delinquent. Monitor producers who have consistently large additional premium audits or who have a higher than average ratio of over 30-day receivables. We have discussed receivables in past newsletters, so we won't spend a lot of time on this topic other than ... expense items in your budget and survey your staff about the use of things like: Memberships Subscriptions & publications Entertainment Travel Advertising Education & training Rent (if you are a tenant) Do you have more space than you need? Are you using the space efficiently? Supplies Equipment repair Etc., etc. The biggest expense items you will have are payroll and benefits. Do shop your benefit program every year and try to negotiate the best price after you get a quote, especially with the carrier who is your current provider, assuming your experience has been good. (After all, your clients do it to you and this is a large expense to an agency.) On payroll, always keep looking for areas where you can combine duties or absorb a position into ...
https://completemarkets.com/Article/article-post/239/Commission-Reduction-Strategies/
...ould be counted, as long as their duties are in either area.
Administrative pe... a proper deposit. Have your producers tie down payment terms before the accou...