Insurance Focused Marketing Agency Located in Connecticut
Six months after the initial meeting with The Hartford, the agency signed a contract for a project in the six-figure range.
The agency had cycled through three different Business Development Directors in as many years, with little or no client acquisition as a result.
Additional direct mail campaigns had also failed to generate new business opportunities.
The RSW Operations team built a list for the agency, which included the 5th largest P&C insurance company in the nation.
This prospect was a perfect fit for the agency, so the New Business Director committed to making the connection.
Like most top-tier insurance companies, it was difficult to break through via email but RSW/US outreach is bolstered by a combination of digital tools to gather intel on the company and prospect, phone outreach, and direct mail (an uncluttered and effective space today).
In this case, the direct mail campaign, which included a brochure that featured success in the category, was especially effective.
Initial phone conversations revealed challenges the prospect was facing but no immediate need.
However, the relationship that developed and the prospect’s increased awareness of our client’s industry experience would pay off.
Later, when the agency principal was introduced to additional members of the prospect team, one member was surprised to learn that we were not introduced to the company by the traditional referral. He commented, “No one gets in”… but RSW/US did!!
RSW/US is an outsourced agency lead generation and new business development firm that works exclusively with marketing service companies to find and win new business.
We help agencies by better positioning them in the market, finding qualified leads, setting meetings and helping move them closer to close.
As Vice President of Sales at RSW/US, Lee drives sales efforts to bring ad agencies and marketing services firms on board with RSW, creates content around successful new business tactics and takes part in RSW/US marketing objectives, including social media channels, blog content, webinars, video and speaking engagements. You can find him on LinkedIn (https://www.linkedin.com/in/leemcknightjr) or Twitter (@leemcknightjr).