Upload
bhaskar-moturi
View
224
Download
1
Embed Size (px)
Citation preview
8/7/2019 Direct Marketing Insurance success stories
1/19
DIRECT MARKETING
Success Strategies
8/7/2019 Direct Marketing Insurance success stories
2/19
Our Team
ME channel
ADM/ BDM
LSC Heads
8/7/2019 Direct Marketing Insurance success stories
3/19
i. Recruitment
ii. Training
iii. Development
iv. Leads Generation & Managementv. Brainstorming with team
vi. Cross selling
vii. Cold Calling
viii. Focus Industry wise, Segment and Season wiseix. Support from SBU heads and Managers
x. Service, Direct policy issuance at POS, Reference generation.
xi. Guidance for claims
Steps To Success
8/7/2019 Direct Marketing Insurance success stories
4/19
RECRUITMENT
The candidates are identified internally, employee
references and other insurance companies and brokers.
The Interview will be done by the mentor, then by the
Manager and finally by the SBU head. Main criterion that
is looked into is attitude, aggressiveness, knowledge,
presentability.
The background verification will be done thoroughly.
8/7/2019 Direct Marketing Insurance success stories
5/19
TRAINING
The product training will be done thoroughly about
all the products by the underwriter.
Tests will be conducted after the training. Sales pitch
for each product will be done by the mentor.
Daily the underwriting manuals will be discussed
inclusions, exclusions, conditions, warranties.
8/7/2019 Direct Marketing Insurance success stories
6/19
DEVELOPMENT
Presentations need to be given by them on
products.
Role plays with different scenarios and
products. Stress on reading the IRDA journals
and News papers for knowledge updation.
8/7/2019 Direct Marketing Insurance success stories
7/19
Leads Generation & Management
Leads will be initially given by the team members
who include CCAs, RAs, DEOs, LSC heads and ITGI
employees.
DART - Daily activity report Tracker is maintained by
them and the review about them takes place daily by
the mentor/LSC head.
Each ME has to do at least 6 calls in a day and the
daily score is monitored and continuous nil scores will
be analyzed and suitable action taken.
8/7/2019 Direct Marketing Insurance success stories
8/19
Leads Generation & Management
Complacence will not be allowed and just meeting
targets is not enough. They should aim for Fast Track.
Daily scores are sent by mail to every ME marking toall LSC heads, ITGI Staff.
8/7/2019 Direct Marketing Insurance success stories
9/19
Brainstorming with team
There will be daily meeting with mentor of city MEs
and a monthly meeting of upcountry MEs.
The success stories, challenges, issues will be
discussed thread bare and a reward given to the best
performer.
Targets and prospective clients will be reviewed.
8/7/2019 Direct Marketing Insurance success stories
10/19
CROSS SELLING
Renewals of premium segment cars, company ownedvehicles will be given to MEs by the renewal team.The Premium will be logged in to the respective
agent ID but the other potential business will befollowed up including health, Fire, Travel and loggedin to ME code.
ME is instrumental in promoting the Brand Imageand a good example of word of mouth Publicity.
8/7/2019 Direct Marketing Insurance success stories
11/19
COLDCALLING
The ME has to do cold calling in Industrial Areas and
Commercial areas, Software Parks, Lorry & Auto
stands.
They will gain entry by doing the two wheeler policies
of the lower level staff of the company.
Relationship has to be developed with the lower and
middle management as they are the ones who give
inside information about competitors quotes.
8/7/2019 Direct Marketing Insurance success stories
12/19
Focus Industry wise, Segment and
Season wise The Geography is analyzed and the lists of major
companies in sectors like Construction, Pharma,Manufacturing and Software are made, also the cityis divided in to bits and allotment is done by thementor.
There are seasons where some companies placemost of their business like educational institutions do
in the months of April, May and June.
Big contractors and Fleet owners are the major focusas they are more focused on lowest quotes.
8/7/2019 Direct Marketing Insurance success stories
13/19
Support from SBU heads and Managers
SBU head and Managers do joint calls to instillconfidence for the large corporate clients.
They also pass on personal leads to the ME.
Approvals, discounts, policy issuance for ME
are taken up by Managers and priority is givenby operations staff.
8/7/2019 Direct Marketing Insurance success stories
14/19
Service, Direct policy issuance at POS,
Reference generation The cheque pickup, policy issuance and delivery will
be done sincerely with out any delay with in the
promised time frame.
The policy will be thoroughly checked for accuracyand mistakes will be rectified.
If possible policies are issued directly through CRM at
client place itself a unique practice no other insurance
company provides.
References will be asked after the delivery of policy
and wishes are given during important festivals.
8/7/2019 Direct Marketing Insurance success stories
15/19
Guidance for claims
Client has to be guided about the claims process and
ME has to take a proactive role by speeding up the
process by talking to surveyors, CSC and claim
cheque to be given before the TAT.
8/7/2019 Direct Marketing Insurance success stories
16/19
8/7/2019 Direct Marketing Insurance success stories
17/19
8/7/2019 Direct Marketing Insurance success stories
18/19
Persistence, Perseverance, Reliability,
Relationship Building.
Areas of Focus
Educational Institutions
Small & medium corporate's
Individual contractors and
industrialists
8/7/2019 Direct Marketing Insurance success stories
19/19
THANK YOU