 nsurance
Industry Case Studies
Below you will find some example case studies:
Insurance Prospecting
Case Study 4
OVERVIEW
A leading West Coast Insurance Company with a large underutilized
database was looking to drive additional business within existing
prospects. Primary goals were to :
• Increase Sales
• Follow-up with all Prospect Quote Inquiries
• Follow-up with leads between 2 weeks and 18 months old
STRATEGY
Stimulate response from people who requested a quote with a preemptive
MarkeTouch Media message. Gain value from a database that the client
considered “cold”.
ACTION PLAN
Develop messages that proactively answered and nullified objections,
offering more support to the customers. Message to prospect that
over-comes common objections and preconceived beliefs of policy
require-ments.
Provides enough information for the sale to be closed immediately.
Increase the value of the “found” data by achieving any
amount of favorable response.
BENEFITS/RESULTS
The client achieved a 6% response rate with 66% of the callers verbally
committing to switch their insurance. The inbound call volume was
so high that the client had to implement a “drive to the web
site” campaign.
Their acquisition cost is now below $10 per customer
| Insurance Prospecting Case Study 4 |
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