How Do You "drip" Market Your Prospects That You Don't Close?

[infoe]

Looking for an a-z to answer...can be brief.

I'm about to get setup with a trial of AgencyIQ because as I understand it most people don't use their agency management system to input prospects...

At St8 Phrm I found it difficult to worry about prospects that we quoted but did not close, although we would set them up on a sequential mailer program that would market them with a piece of mail just before their auto renewal so twice a year for about 3 years. they always recommended us to call and try to quote and combination of e-mail...however we were always so focused on the new leads that were coming in either through telemarketing or through the internet leads that we truly never focused on non closed prospects. I know this is not a smart business practice

I don't have that influx of that many leads as I did with my captive and as such I want to make sure even when I do bring in more prospects....we at least have a system in place to keep old prospects reminded about us.

So do you e-mail or call to quote or send a post card to their x-date...or a combination of these?
how easy/difficult is your setup of the prospect drip marketing?
is it auto mated to the e-mail mail piece or reminds you and must be done manually?

What can your recommend?

Lastly I use Semcat for Home, ezlynx for Auto and Starting to use QQ for Agency management system...Id much rather not have ANOTHER system like agencyiq for prospects that don't close...but not sure if this is possible..it would be ideal to put everyone into your agency management system and have a good seperate place or section in your ams for prospects and be able to manage them there and one seperate section in your ams for customers and manage them accordingly there.

 

[1manshow]

great plan

for personal lines we touch all prospects 3 times in the first month(maybe "touch" is a poor choice of wording), then they are sorted by current carrier(in case of rate filings for that carrier) and xdate in the management system

they are dripped to at least every six months and included in the newsletter mailing once a year

these drips generate approx 10-15% of our new business each year(approx 100-115 apps/yr)

this year our csr's are assigned to calling all the prospects direct and offering re-quotes with new programs/carriers

all of this is tracked and implemented through the management system

 

[infoe]

Nice..so no separate system for prospects? You're current management system handles it. Mind sharing what management system you are using?

 

[Soaringagent]

What management system do you use?

 

[1manshow]

I use IMS by Xanatek

 

[nwaite]

SEMCAT integrates with Leads360 which has a really extensive platform for lead management to combine with our rating side.

Also I'd call QQ - they have the new Evolution 2.0 coming out and they may be able to provide some really great new features along the lines of what you're looking for. Our 2 way integration with QQ is really solid.