Will your freight insurer conduct telemarketing through potential demographically selected customers in your target location? If so, how successful is your initiative and what can your organization do to improve it? For example, do they produce 10, 20 [or more] of their monthly subscriptions? Why do you ignore this pipeline fill opportunity if your freight forwarder is not using the appointment setup plan? Let's review some key tips, tricks and best practices to ensure a valid appointment setup activity:
- Call script: It all starts with an effective and concise script. Synthesize your value proposition. Think about it, if you have a 30-second Super Bowl commercial, what will your agent tell the audience? Why do trucks [whether car owners, small teams or large fleets] tell you about their insurance needs? What do you bring to the prospects of these goals? You may need multiple versions of the call script, especially if your potential customers are from the owner's carrier to a fleet of 50 or more power units. And you should list the 10 most common objections and provide responses to improve caller efficiency. For example, are you insured for trailers, ambulances or cranes? These and other questions/disputes and answers should be provided to help the appointment maker.
- Outlook list: Your agent needs to use the latest DOT lead list with fleet size and X date. If you don't have one, there are many sources to offer these [quality is good enough]. Clear your customers and active leads from this list, and note that depending on the geographic location, X date and fleet size, monthly or quarterly, this is usually better than yearly.
- Boot processing: If your organization lacks a formal leadership process, even the best potential customers cannot close. This doesn't have to be automated, just tracking and tracking! Once an appointment is established, which producer will manage the appointment, how will they follow up to ensure the best closing ratio? Of course, how to track it.
- Appointment of the installer: Last but not least, dating makers. Your appointment planner will decide on your leadership plan. One of the challenges facing some institutions is around recruiting, managing and training this resource. In addition, most agents only hire one appointment customizer, and industry standards show that only one-third of callers may succeed in this challenging position. Your appointment planner should at least:
- Telemarketing experience
- Cargo insurance experience [or training]
- Call script training and practice
- Leadership processing training
- Professional style
- Ability to consistently deliver your call pitch [more than 20 times per hour]
A freight forwarder with sufficient time, tools and talent can incorporate this leading power generation program. Those who cannot do so should consider outsourcing this opportunity to a profitable freight forwarding company.
Orignal From: Truck Dealer Appointment Setup 101 - Tips, Techniques and Best Practices
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