Targeting Install/Repair

justanumber · 09-07-2009, 09:07 PM

I've decided that I'd like to target Air/Heat Install as my market for Commercial General Liability. I know this will sound broad, but what is the best way to market to this group? All I can think of is cold calling(which I am terrified to do) or sending out post cards. I have started at a new agency and they expect me to just take off, but I am coming from a company where the phone just rang. I rarely had to prospect at all. I wanted something a little more challenging, and now that I have the opportunity, I have no idea how to go about it. MY stomach is in knots at the idea of going into work tomorrow. Please Help!

the mayor · 09-11-2009, 11:40 AM

Hate to rain on your parade, but,
If you just started a new agency and are afraid to cold call...I think you may be on the wrong business.

If you send out 1000 post cards to hvac shops....how many do you think will call you? They already have insurance...why would they cold call you?

taraplourde · 09-14-2009, 06:12 AM

I totallly understand how you feel. Have you hit with one HVAC in the past? If you had, it's always best for them to make referrals to their 'friends'. That's an easy in. If they won't, or haven't yet, feel free to mention their names and what you did for them to others in the area - even by email that always makes them pay attention - saving $ (let's be honest) is always the answer! You could also focus on coverages - and bringing something to the table. For example, HVAC guys run into mold issues often. The CGL policy (on an ISO form) excludes mold - leaving them with an obvious gap in coverage that others don't think of, or haven't mentioned. If you research this - it could be your golden ticket. I work for a national wholesaler (Colemont) - and can help you with any environmental insurance (in order to cover the mold) needs. The policies are cheap and broad. Feel free to contact me for more info - 860-751-7827.