Monthly Archives: May 2016

Becoming a Resource for Claims Adjusters

What is the most encouraging incident that’s come about as a result of your marketing the claims industry so far this year?  If you sell services to claims adjusters, you need to think about this.  When I ask that question of marketing professionals who attend my seminars, many struggle to find a clear defining incident.

They are so focused on “closing sales” that they miss some formidable milestones that happen on the way to building lasting relationships with adjusters.  Relationships with adjusters are the key.  Relationships make rain.

“I’ve joined a committee at my local claims association that will allow me to bond with several adjusters in my market.” “I’ve scheduled an in-service training event.”

These are solid acknowledgements that you are moving in the right direction towards your goal of becoming a resource for claims adjusters rather than just another sales rep.

With over 400 pages, there is nothing like this comprehensive insurance claims marketing manual. It Includes actual Marketing Game Plans created for contractors by Peter Crosa.

With over 400 pages, there is nothing like this comprehensive insurance claims marketing manual. It Includes actual Marketing Game Plans created for contractors by Peter Crosa.

Gatekeepers…

Do they want to do business or not? This was a question posed by an attendee at a past workshop. 

 

He said “I have a prospect who serves as a gatekeeper to vendors who want to provide services to his company.  In true power-trip fashion he personally meets with every anxious vendor to review qualifications.  At times this review takes on an abusive tone.  His points of interest seem arbitrary and he nit-picks over minor matters.  I get the sense that he’s teasing, probing or stalling but I can’t figure out for what purpose.  Does this guy want to do business or not?” 

 

My first thought was that this gatekeeper was “fishing.”  He’s after something and maybe his behavior is designed to get you to say “What will it take to get business from you?”   

 

The key here is to clearly determine what his needs are.  What does he want?  Does he want the most competent vendor?  Or will he accept an adequate vendor who will appreciate a gatekeeper who gives him business.  Maybe the gatekeeper really is just looking for the most cost efficient way to get it done.  Your mission is to determine the needs of the gatekeeper.  This gatekeeper may not be concerned about his employer’s loss ratio or profitability.  Maybe his interests are a bit more selfish than that.   

 

I’m not saying work something out under the table.  This is a tightrope that easily becomes a snare if you make the wrong move.  But zero in on what he’s fishing for.

 

That’s why people buy my books and attend my workshops; to get help in figuring it all out. Check out WWW.petercrosa.netand jack up your advantage.

PJC

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WANT AN EXCLUSIVE AUDIENCE

WITH ADJUSTERS & AGENTS

Invest in Continuing Education

for Agents & Adjusters.  There is no better ROI.

 

Vendors hire us to present an interesting & interactive “live & engaging” CEU workshop in

Ethics for their Agent/Adjuster contacts.

 

“We enjoyed the class location and the instructor, it was all very excellent and

we can’t wait for the next one!”

 

“That was one of the best ethics classes

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We’ve conducted workshops across the country

and we can schedule a CE event for you.

NOT BORING LIKE OTHER ETHICS PROGRAMS.We do the leg work, you get the glory.

email: peter@petercrosa.net or

call me 800.927.7644

Peter Crosa

When your client is acquired by a new company…

Mergers and acquisitions are an increasingly prevalent hazard in our industry.  If you sell services to the insurance claims industry you know the “agony and defeat” of developing a client over time who, upon being merged into another company, becomes a “stranger” overnight.  Frequently, the acquiring company has different standards, pre-existing relationships, and an aversion to using the acquired company’s vendor.

The “awesome soft seller” has only one way to look at this; in a positive light.  In one sense, you may have lost a client.  But another way to see it is that you’ve gained an “insider” at a new prospective company that may be able to help you “get in the door.” Here are seven words to help you make it to the next level. “NEVER, NEVER, NEVER EVER WRITE ANYONE OFF!”

Email me (peter@petercrosa.net) with your marketing challenges and we’ll discuss them here (anonymously of course).

Best Regards,

P.S. You can have me come speak to your conference or corporate meetings.  Tell your organizers to call (800) 927-7644

With over 400 pages, there is nothing like this comprehensive insurance claims marketing manual. It Includes actual Marketing Game Plans created for contractors by Peter Crosa.

With over 400 pages, there is nothing like this comprehensive insurance claims marketing manual. It Includes actual Marketing Game Plans created for contractors by Peter Crosa.