Adding Science Behind the Art of Prospecting – Three Hot Leads
AAR Partners has joined forces with Catapult and Winmo to help provide leads for new business opportunities based on the right timing.
But this time, we’ve put science behind the art of prospecting by using data from technologies like Winmo, Pathmatics, and Bombora. This powerful combination helps increase the probability of reaching out at the right time to engage and eventually convert.
This month our research showed a surge of interest around “Creative Agencies” and “Creative Services” within the financial sector and more specifically, insurance groups.
While there are a host of brands/companies looking for creative help, we have isolated three opportunities, for our AAR Agency Growth Program Partners to evaluate, who may be in need of some creative help right now.
1. Selective Insurance Group
Selective Insurance Group, Inc., headquartered in Branchville, NJ, is a holding company for a number of customer-focused property and casualty insurance companies primarily located in the Midwestern and Eastern United States. They ramped up their digital efforts in the months of April, May, and June on Facebook and then completely fell off. When the Facebook effort tanked, they pushed some of that budget into Display ads, which only lasted one month. From our perspective, the creative they did try clearly didn’t produce the return they were looking for and maybe open to a conversation about where and how to better spend their money digitally.
No known agency relationships listed in Winmo.
Key Contact: Ms. Cynthia Heismeyer, VP & Director, Marketing
Email: cynthia.heismeyer@selective.com
Personality Type: Assertive; Direct; Persuasive; Competitive
Cynthia likely feels most comfortable as a leader and is likely to be assertive and to push their teammates towards a successful outcome. Cynthia’s decisiveness and ability to work under pressure are likely to suit them well in stressful situations.
- Setting ambitious goals for others
- Getting angsty if a conversation lasts too long
- Working independently to meet a deadline
- Feeling anxious about someone else making decisions on their behalf
2. Burns & Wilcox
https://www.burnsandwilcox.com/
Burns & Wilcox offers wholesale property/casualty insurance products and brokerage services including underwriting management. The company operates offices throughout the U.S. and is one of the largest independent insurance wholesalers in the country. Recently they have greatly slowed down their media spend across all platforms, but given their total size and current interest rating in Creative services, this could be a great time to get in early and help set the tone for their Covid recovery.
Winmo currently shows an agency relationship currently with ICF Next out of MN, but no current Creative partner.
Bombora showed a surge score of 82 points out of 100.
Key Contact: Mr. Christoper Zoidis, Senior Vice President, Corporate Development & Special Risk Division
Email: cazoidis@burns-wilcox.com
Personality Type: Accurate; Pragmatic; Collected; Skeptical
Chris is most likely skeptical, reserved, and analytical. They tend to be serious and exacting in their work, often seeking to establish procedures that can help others improve, as well. Don’t be surprised if they communicate with excessive detail.
- Making decisions based on logical analysis
- Having a well-organized area
- Providing clear expectations and guidelines
- Inventing something
3. Intact Insurance Company
Intact Financial Corporation, headquartered in Toronto, ON, is the leading provider of property and casualty insurance in Canada. The company markets and distributes its products and services through the following companies: Intact Insurance, belairdirect, and Grey Power. This was another case of trying a quick strategy, this time in Mobile ads for one month that immediately fell off and has not been returned to. They also were active in sports sponsorship with the Toronto Maple Leafs, so they appear open to spending.
Winmo lists Media Experts out of Toronto as their Buying and Planning firm, but lists no Creative partner.
Bombora showed a score of 81 points surging for the key word “Creative Agency.”
Key Contact: Mr. Charles Brindamour, President & CEO
Email: charles.brindamour@intact.net
Personality Type: Accurate; Pragmatic; Collected; Skeptical
Charles is most likely skeptical, reserved, and analytical. They tend to be serious and exacting in their work, often seeking to establish procedures that can help others improve, as well. Don’t be surprised if they communicate with excessive detail.
- Making decisions based on logical analysis
- Having a well-organized area
- Providing clear expectations and guidelines
- Inventing something
AAR Partners – Want more insights on creating successful client-agency relationships? Visit www.aarpartners.com
Winmo – Need a comprehensive, one-stop shop, sales intelligence resource to help targeting marketing, advertising, and media decision makers? Visit www.winmo.com
Catapult – No time to build the pipeline? Catapult is the “agency for agencies” who need an outsourced solution for performance-based prospecting. Visit www.catapultagencygrowth.com
