So we’ve done the research, you’ve asked yourself all the possible questions and you have investigated all the possible scenarios, now it is just a matter of looking good. No one, and I mean NO ONE is going to take your word for it over the phone or via e-mail. Word of mouth is great when one adjuster or attorney is referring you out to other people, but when you are the person in charge of doing the sales, you need to look good. You are going to need solid proof that you know what you’re talking about and a very good and detailed presentation on who you are.

TPAs, Self-Insured Companies, and Attorneys are flooded by sales calls, e-mails, and letters from people just like you who are asking for work. You need to stand out from the rest of the submissions if you want to have a fighting chance.

Your presentation consists of three things:

Virtual Presence – This is your website, your e-mail presentation, and your social media accounts.

Physical Presentation – This is going to be your brochure samples, presentation folders, flyers, banners, business cards, etc.

Video Presentation – A quick snippet of video to show your prospects the type of work that you do.

Sales Presentation – Do you actually sound like you know what you are talking about?

Virtual Presentation: Website

The website is going to be the absolute first thing people will visit after you start your sales pitch. If you are going to cut corners on your marketing and sales campaign, the website is not the corner to cut. TPAs will pay you upwards of $650 per day per surveillance, make sure that you invest a healthy budget reserved for your online presentation – it’s all about the perception that you give your clients. How much is $650 per day worth to you? Think about the value that your website and sales pitch will bring to our company.

I’m not saying this because we build websites. You don’t have to use our company, you can use any reputable website design agency, just make sure your website sells your services to your clients and looks good.

When it comes to website design, you need to make sure that your website clearly identifies who you are and what you do. Your website does not need to have all the bells and whistles, instead, it needs to have the elements that are going to work for what you need. Whether it is converting TPAs, Insurance Defense Attorneys, or Self Insured Companies.

You don’t need a “cool” looking website, but you do need a website that is going to look on-brand, work smoothly, and allow insurance adjusters find what they are looking for – then get them to do what you want them to do.

You also need to understand that Insurance Adjusters are not going to be searching for your company. They’ll go to your website once you tell them to visit your page. Either via e-mail, or when you provide them with a Flyer or Brochure. Your website is not going to automatically convert people, but it will help you build trust. At the end of the day, the whole point of the website is to help convince your clients that you know what you’re talking about.

You don’t need crazy marketing schemes, or flashy styling. Just give them what they need and provide them with results. And finally, don’t confuse your Insurance/Corporate Website with a Domestic/Infidelity Website. They are two completely different animals that require two different types of writing, designs, and layout techniques.

** Quick Tip: If your website does not look better or at least as impressive as the client you are going after, they’re not going to call you back. Make sure that your website is on point. You will not believe the number of sales our company missed by targeting clients with much larger and better looking websites than ours. It’s 2016, they do judge a company by their website. If you don’t have a website, consider using one of our Starter Websites to help you get started in 48 hours or less.

If you claim that you offer “world wide” or “national services” but have a 5 page website, that is the equivalent of going to “World Wide Stays Hotel” and it only has 5 bedrooms. It simply does not make sense. Take a look at Kroll.com if you want to see a world wide style website.

Virtual Presentation: Email Accounts

Please make sure that you have professional e-mail addresses. 007JohntheSpy@aol.com is not going to cut it. Professional e-mails are not expensive. They will run $12/Month for several hundred addresses. his can make or break your sales pitch.

Reputable companies are ones that have professional e-mail addresses followed by professional signature lines. Who would you trust more with your money? – Sales@bank-name.com or BankName@aol.com? Why would anyone trust you with a similar address?

Virtual Presentation: Social Media

We’re not going to worry about Social Media Presentation, even though that is more important today than ever. We simply don’t have the time to go over all the ways you can use Social Media. We wrote a strategy in the past that we include with all of our document downloads.

In short, your Social Media needs to be filled with news and articles about the industry. Don’t post a status update that says “Please contact us for your investigation needs.” – what’s the point? No one is going to share it or start a conversation from that. If you post articles on how to stay safe or how to protect your company/business from fraud, people are more inclined to share and initiate a conversation that way.

Physical Presentation

Prior to contacting your prospects, you need to make sure that you have all of your T’s crossed and your I’s dotted. This means having a professional presentation folder. Take a look at what we did for Verify investigations.

A presentation folder includes:

Business Cards

A Service Brochure (to cover all of your primary services)

Specialized Service Flyer (the service that best fits your client’s need)

Introduction Letter/Cover Letter

A Report Template

Background Report Template

And a DVD with DVD Cover to showcase your best work

Price Sheet or Surveillance Proposal (Try to stick to daily rates – I’ll touch on this in the next paragraph)

In short, the presentation folder helps you present your company to your clients. That’s it. So you have to make sure that your folder looks professional and presents your company as an authority in the industry.

When you e-mail a client, you’ll be asked to provide them with some “material” so they can pass it along to their superiors (your presentation folder is the material).

You’re going to want to include your price sheet, usually, TPA’s and Self-Insured companies like to work with daily rates. About $650 per day (average). They work on flat rates because their cases usually have daily budgets. $5,000 daily budget to cover transportation, surveillance, legal fees, nurse case managers, etc. Giving them a daily rate allows the client to manage their claim better than giving them an hourly rate and an “estimate” that can be a hit or miss.

Banners & Conference Materials:

Most TPA’s and Self Insured Companies attend conferences throughout the year. Here is one: http://www.siia.org/ the purpose of the conference is to help the members keep up with laws and regulations.

What you do, is pay for a booth at these locations. The rates can go from $800 – $2,500 per booth depending on the conference that you are attending. This is where most of your “connections and networking” happen.

Your conference materials include:

6 Foot Banners

Flyers

Video Samples

“Swag” like pens and gifts

Business Cards

Tabletop Cloths

Uniform (Polo with company name)

Report Samples

Price Sheets

Make sure that you spend good money on the quality of print jobs for these materials. I understand that Vista Print is cheap and affordable, but the quality of printing is no where near acceptable. Your competitors use local printers and have very high resolution images. Work with a local printing company and spend the extra money on high resolution banners.

You will literally be standing next to your competitors. You need to “out shine” their marketing efforts.

Here are few tips to help you prepare for your conference:

Reserve your conference spot early: Most of the conferences sell their booths on the “first come first serve” basis. So you want to reserve your booth on high traffic areas.

Most of the conferences sell their booths on the “first come first serve” basis. So you want to reserve your booth on high traffic areas. Figure out if your conference requires you to add them to your general liability insurance.

Staff your booth with knowledgeable staff that is prepared to answer all questions.

Understand all the costs for the conference

Buy supplies: Booth Flooring to cover up ugly carpets, comfortable shoes, give away items, swag to give away, packing tape to pack-up items when you’re done, pens, etc.

Lastly, understand that a full conference even will cost you in ball park range of $3,500 after it’s all said and done. The results will take several months before you see the full results from the conference. With that being said, don’t just attend one conference and wait for the results before you attend the next one. If you do this, you will run into feast or famine patterns. You need to ALWAYS be selling.

Video Presentation

Prior to going out to the conference or on a sales run, make sure that you make a short video with the best footage. Blur our the subject’s faces and show off your video quality. You want to make sure the video is properly edited, don’t just slap it on a Windows Movie Maker and call it a day. Actually make sure you do a good video presentation of your work. This is your call card.

Sales Presentation

Know what you’re selling. That’s what this comes down to. Know who you are talking to. Know what they do. Know who they are and please know the name of their company. We have people that contact us on the monthly basis to sell us services that we don’t need.

Be prepared to answer hard questions – intelligently. Practice with someone prior to calling your client.

You know your stuff, I know 100% that you understand your business and industry inside out, but it never fails – a client will ask you a question that makes no sense whatsoever, but you can’t call them out so you have to answer the question in such a way that you look competent.

If this is an in-person presentation, make sure you have rehearsed your sales pitch. If this is over the phone, make sure that you have a sales guide in front of you so you can refer back to it when you’re talking to the client. Have their name, company services, and a list of services you plan on offering to them.

This is pretty much all you need when it comes to your presentation.