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- Objective
Build, develop, cleanse dormant database
Diarise and follow up all call backs
Ascertain full renewal details: renewal date, broker involvement, policy type, etc
Generate Appointments
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Background
Excel has staff with considerable knowledge and experience in the
Credit Insurance market and, for this reason, was ideally placed to
take an active role in the brokers business development plans. The
working relationship was established and developed on a partnership
basis and continues to operate successfully after more than four years.
The data
Old, lapsed, dormant and cold client database provided by the broker.
No additional information apart from a company name, old contacts and telephone number. Methodology
Following data validation, each prospect was contacted to gain specific company information relevant to the topic of Credit Insurance. These conversations are conducted at Director level and calls are undertaken by staff who have a thorough and up to date understanding of this marketplace.
All relevant information is used to update the database and these details are used to form a highly qualified prospect list, complete with full information on company profile, turnover, existing policies and conversational notes.
The information is held on our purpose built Contact Management system and this enables a timely approach to be made to secure an appointment. Triggers for this include diarised renewal date details, together with market intelligence relevant to the prospect's business sector or indeed specific information relating to the prospect's own company.
Results
- The dormant database has been fully cleansed and profiled to provide a highly qualified prospect list for ongoing use.
- The broker has gained more than 90 new clients.
- Premium income from Excel's activities approaching £2M and growing.
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