Commercial P&C prospecting help?

Question

I'm new to the commercial side of insurance and in need of some help. I'm need to get in front of people, regardless of how big the account is. I dont have an issue picking up the phone but im stuck on who to ask for and what to say. How can i find out who makes the business desicions? And once I have them on the phone, what can i say to get in the door? I'm banging my head against the wall.. I expect rejection and can deal with it but need some guidance from others. My office is great but prefers working off of the referal system. Which is great, but while trying to learn the ins and outs and build my centers of influence I dont have a ton of people to ask for referrals.

Answer 1

It's much easier to hang up on someone calling, than just show up at the door.   You really, really need to just get out there, and pop in the office, ask to see the financial director, risk manager, etc.  It usually takes 3-4 visits for them to warm up to you, and maybe another 3-4 to get the quote.  Visit once a month or so.

Call your marketing rep.  See what niche they are targeting at the moment, ask them to run some D&B reports by sic code for you, and email or mail them to you, or even drop them by.  That will get you an idea of local business taht you can pop in and see.