Competitor Conversations to Drive in New Business Flashcards
Competitor Conversations to Drive in New Business
Written in 2016 / Updated in 2016
Category: Using Travelers’ Stability Against Competitors to Drive in New Business
When to Use: To Influence Agents to Pipeline and to Send More Business to Travelers
Advice
Advice:
Target profit segment 1 & 2 accounts
Develop a personal brand for helping your agent & you will see their best business over time.
Direct correlation between your relationships & your approach.
• Direct/Specific Competitor Approach (asking for accounts based on knowledge of the competition)
• PSS Approach (probe and ask for needs behind needs)
• New producer (establish relationship and understand what they think makes a great carrier)
• Client-specific approach (how are things going with their clients’ businesses)
Price & coverage bring in accounts: ask for …
dec pages & make sure we quote coverages noted along with additional coverages we think the client needs; then, talk about service differentiators.
Remember: Ask for …
account names. When making phone calls to ask for specific prospects, consider a two-person approach & emphasize why you can help on the account. For example, our GL rates have changed making us more competitive, or our EQSL guidelines have expanded, allowing us to provide the limit requested.
You may need to tie in …
multiple approaches to get results.
When they say, “everything is fine,” that’s the time to …
start questioning.
Don’t …
badmouth our competition
Be …
BE GENUINE
Say everything with …
confidence and conviction
