"Knowing your prospects, understanding their needs, issues and challenges, gives you a competitive advantage and eventually results in increased profits. And that’s the knowledge Salesgenie.com provides. We have tried many different list companies in the past. But after switching to Salesgenie.com, we no longer see the need to use other service providers. Our main goal is to make money. Investing in Salesgenie.com pays off nicely and quickly."
Roy Vale, District Manager,
The Farmers Insurance Group
Overview
The Farmers Insurance Group (www.farmersinsurance.com) has been in existence since 1928 and currently operates in 41 states nationwide. The company was formed due to increased demand for additional services, ranging from home to commercial insurance. Today it’s the country’s third-largest writer of both private passenger automobile and homeowners insurance. Its employees, agents, and independent contractors deliver services to more than 15 million customers.
The insurance company has been utilizing Salesgenie.com for almost five years. Roy Vale, a District Manager, attended a seminar where he discovered a wide variety of powerful tools and solutions to grow his business. He realized that his team was using only a small fraction of these services. Most resources offered by Salesgenie.com remained untapped. It was time to get the most of the online subscription model and propel his business forward.
Salesgenie.com is a subscription-based Internet tool for small to medium businesses that provides unlimited access to 12 databases comprising more than 14 million U.S. businesses and 210 million consumers throughout North America. Along with access to these databases, Salesgenie.com includes additional features, such as Contact Manager, which enables the sales team at The Farmers Insurance Group to track their sales call activity, and an online mapping service to pinpoint customer and business locations.
Challenge
One of the biggest challenges confronting insurance professionals is to set up a face-to-face meeting with their potential clients. Most prospects are reluctant to show up. Furthermore, the insurance industry has become increasingly competitive.
According to Roy Vale, it takes a great deal of knowledge, preparation and hard work to win trust and establish rapport with prospects. Armed with a deeper understanding of prospect-related issues, the agents are more likely to generate new business. Using Salesgenie.com has led to significant increase in the number of face-to-face meetings.
Solution
Salesgenie.com not only provides a vast database of quality prospects, but also offers strategic information about each lead. The Farmers Insurance Group can easily tap into niche markets, find leads in specific geographic locations, or gain instant access to business credit reports. Senior management downloads this information from the database and distributes it among the sales staff. With all the valuable details at their disposal, the agents are fully-equipped to initiate successful relationships with prospects, address their increased demands, and close a sale.
Each time The Farmers Insurance Group kicks off a marketing campaign, they outline their course of action and explain to Salesgenie.com what needs to be done. Salesgenie.com does all the work for the client and saves them a great deal of time. Besides, The Farmers Insurance Group took advantage of the mapping function, which allowed the company to research potential customers located in the nearby areas.
Results
Professional collaboration with Salesgenie.com usually generates 7% return on investment for The Farmers Insurance Group. Roy Vale asserts that these results are deemed impressive for any lead generation campaign.
Another reason Salesgenie.com remains their preference is simply because its lists represent the highest level of accuracy and deliverability. Salesgenie.com keeps their bounce ratio to an absolute minimum. Roy maintains that ninety nine times of a hundred, he gets correct information.
With one keystroke, the insurance company is empowered with sophisticated sales and marketing tools, which facilitates the business development process and puts The Farmers Insurance Group above their competitors.
“Salesgenie.com turned out to be our best investment ever. I am intent on maintaining a long-term professional relationship with this company and regularly using their services. I am also planning on using their new programs in the future. For every one hundred dollars I invest, I get a lot more in return.” says Roy Vale.