Tag Archives: marketing

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.

 

You can make this happen!

I know what it feels like to call on claims managers and be told they can only use an approved vendor and the approved list won’t be added to for another year by some obscure guy in Walla Walla, Wisconsin!

I know what it feels like to work for years servicing an account only to see it disappear overnight when the account is acquired by another company who now locks you out in favor of their own service providers.

I know what it feels like to hit your head against a defensive line of adjusters who don’t want to be sold; don’t want to meet anyone new; and were already blitzed by several vendors before you got there.

Don’t despair.  Someone understands.  You can make this happen.

  • Review your methods continually to find the methodology that fits for you.
  • Stick with our proven game plan to build quality business relationships with adjusters over time.
  • Participate in their claims associations and find ways to educate adjusters without selling them a service by positioning your company as a resource.
  • Multiply your efforts and put the “law of large numbers” to work for you by a steady pace of contacts.
    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.

    Quotes-About-Not-Giving-Up-And-Staying-Positive-5

“That adjuster gave us over a million dollars in business last year…”

…she said to me.

I am a “student of marketing” to insurance adjusters.  I observe vendor’s sales and marketing methods to determine what works, and why; and what doesn’t work, and why not.  One thing I’ve come to learn is that just one adjuster can be responsible for a bump in annual revenue of several hundred thousand or even a million dollars.

The person who told me that is a fellow “student of marketing” and a graduate of my seminar “Soft Selling Hardened Claims Adjusters.” I respect her opinion and admire her skill in finding and building relationships.

One of the greatest challenges to every sales and marketing person is: which adjuster?  Who is the “just one” adjuster that can make that kind of difference in my success?

Complete Marketing Manual Cover

The industry standard, everything you’ve ever wanted to know about marketing to adjusters!