Lead Generation Solutions
Email Marketing Case Study: Farmers Insurance AgencyInsurance Agency Triples Sales of New Services through Email Marketing
|
SituationTodd Kirsch, owner of a Farmers Insurance Agency, began offering investments approximately eight years ago. During annual insurance review meetings with existing clients, Mr. Kirsch would present his agency’s financial services offerings. The challenge Mr. Kirsch faced was that the majority of his clients were not aware that his agency provided these services and were therefore not prepared to discuss the topic of financial investments. The result was lower than expected adoption rates. SolutionMr. Kirsch discussed his sales goals and challenges with Workplace2go. He was looking for cost effective marketing ideas that would encourage his clients to consider his agency for their investments in addition to their insurance. Like many small business owners, Mr. Kirsch and his staff have limited time to research and learn about alternative marketing techniques. Workplace2go presented email marketing strategies that would generate awareness and increase adoption of these new services during annual client consultations. We suggested his firm focus on educating current clients about solutions to financial issues facing many Americans. ResultMr. Kirsch began using e-mail marketing techniques in late 2008. Shortly thereafter, Mr. Kirsch noticed that his clients were more aware that he could help them with their investments and financial strategies. Clients began making comments such as “I understand that you do that kind of work”, or “I’ve appreciated getting your e-mails on financial topics.” As a result, Mr. Kirsch began having more substantive conversations with clients during annual reviews regarding their investments and financial strategies. Since adopting this marketing strategy almost a year ago, Mr. Kirsch has approximately tripled his revenues from the sales of investment products.
|