Increasing the number of Health Insurance Clients
The Client
A fast-growing life insurance company in the UK
The Challenge
The Client needed to substantially increase the number of life insurance clients in the small and medium business segment. The company wanted to use census qualification and needs analysis to convert competitive business in targeted geographic areas. Based on customer-specific renewal data information, the Client also wanted to establish a qualified sales revenue pipeline for future targeted marketing.
Solution
Conventas deployed a dedicated, professional lead generation team to qualify conversion opportunities using a multi-tiered assessment approach. Telemarketing efforts were focused using individual sales books that were segmented by industry, geography, and company size (based on revenue and employee count). To monitor results, Conventas implemented analytical testing and metrics to determine top performance, sales velocity, and incremental revenue gain.
Metrics
Within 3 weeks, Conventas launched the outbound lead generation & telemarketing campaign. In the first week alone, the lead generation team produced more than £100,000 in the conversion pipeline. Within the first month, the team outpaced the census forecast by 24% and exceeded the lead generation rate by 70%. Pipeline revenues exceeded projected target levels by 110%.