Tag Archives: NJ Business Insurance Lady

Car Wash Clients

6 Jun

While at a CE class yesterday, I met a guy who began talking with me about a few marketing techniques he was looking to try out but, unfortunately, the agency owner where he works wouldn’t let him.  During our conversation, I happen to come up with an idea to share with him and now I’m sharing it with you…

It seems as though this time of year is the best time of year for getting your car washed at a car wash.  And every time I drive by one, I see a line around the block waiting to go through the soapy brushes.  So, I thought, why not offer these people a free car wash if they agree to do a free quote with you?  This would most likely work best for those soliciting life insurance or personal auto insurance and for those who have an app on their phone or ipad in order to complete this.  And, of course, you’ll need to be in a state where rebating is allowed.

Here’s how it would work:

First, you would need permission from the car wash owner in order to do this.  If he/she agrees, I would also ask for a discounted rate for those who you give a free car wash to.  You may also need to sell this idea to the owner by telling him/her you will market for this event which will ultimately bring more customers to the car wash as well.

Second, market, market, market.  You may want to hang fliers in the area offering the free car wash, post it to your social network pages, tell friends and family about the event and announce the event on your website and through press releases.  The more people you get to attend (even if they are only looking for a free car wash at first) is ideal.

On the day of the event, you’ll want to collect all the necessary information from the attendees as they are waiting in line for their car wash.  You may want to get an assistant or even another agent to help you out with this.

Then, when they exit the car wash, the idea is to have his/her quote ready.  If the potential client likes the quote, be prepared to have him/her do an electronic signature right on the spot or set up an appointment with you to discuss, sign and collect payment.  Of course, it’s always better if you can take care of everything on the spot.  If the potential client does not like the quote, you still have his/her contact information and you’ll be able to drip their email and snail mail with information or give them a call in a few months to try and solicit their business at a later date.

Your turn:  Have any of you tried something like this in the past?  How did it work out for you and do you have any tips for those of us who haven’t tried this yet?


Melissa Ash/NJ’s Business Insurance Lady
Irwin Edelstein Associates, Inc.

Tel: 732-549-1800 | 732-317-1979

http://www.njbusinessinsurancelady.com

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Do you have the GUTS?

16 May

While reading around on one of the insurance forums that I frequent, I stumbled across a video of Claude Diamond.  He’s the founder of the GUTS sales system.  The video I watched basically shows Claude and a client role playing different scenarios and how to integrate the GUTS method of cold calling.  The part I enjoyed was learning how to get through the gatekeeper and straight to the decision maker or owner of the business.

I spent the day yesterday using this method (or a variation of said method) while calling large self storage facilities.  These are places I’ve called before but go nowhere.  Yesterday, while using this method, I was able to obtain the name and direct phone number of the person in charge of the company’s business insurance.  Was I actually able to speak to the owner?  Only a handful of times.  But, in my opinion, this method helped me get several steps closer to obtaining the sale.  Especially since I wasn’t able to get past the receptionist/office manager in my previous calls.

Here’s the video:   Oh, and if you go to YouTube and search GUTS sales training, there are many more videos there to learn from.

http://www.youtube.com/watch?v=kTDmMCCeNVo

By the way, I have no affiliation with Claude Diamond or the GUTS Sales Method.  Please use his methods at your own risk.

Your turn:  After you’ve tried this out, let us know how it went.  We’d love to hear from you!

 


Melissa Ash/NJ’s Business Insurance Lady
Irwin Edelstein Associates, Inc.

Tel: 732-549-1800 | 732-317-1979

http://www.njbusinessinsurancelady.com

Get Clients to Advertise For You

23 Apr

As a business insurance agent, I’ve been writing a lot of auto repair shops lately.  And, one thing I’ve noticed about all of these shops, is the abundance of posters and banners in their waiting area.   Posters advertising the brand of tires they sell, posters listing state maintenance requirements and posters stating what the shop isn’t responsible for, among other things.

Looking around at all these posters gave me an idea.  If these business owners are willing to hang all of these posters around their waiting area, why wouldn’t they hang an insurance poster?  I think next time I sign a client, I’ll ask him or her to hang a small poster or banner stating, “New Jersey’s Business Insurance Lady Protects Us!” or something to that effect and see what happens.  The worst that could happen is the business owner says no, in which case, I’ll take my poster to the next client.  If the business owner says yes, maybe other business owners will see it and question my client about my customer service, coverage and prices and I could get a few additional clients out of it.  You never know until you try!

Here’s a look at the poster I created through Your Life In Print for this purpose:

Here’s to thinking outside the box!

Your turn:  Do you do something similar to attract new clients?  What is it and how has it worked for you?


Melissa Ash/NJ’s Business Insurance Lady
Irwin Edelstein Associates, Inc.

Tel: 732-549-1800 | 732-317-1979

http://www.njbusinessinsurancelady.com

 

 

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