PROBLEMS AND MODUS

OPERANDI
Parameter 3
 W H AT D O
CO M P U T E RS ,
M O N K E YS , A N D
VA N I TA S H A R M A A L L
H AV E I N CO M M O N ?
They all can sell
Insurance on price
alone

Marketing Assignment 2
 VA N I TA WA S N OT A B L E
TO CO N N EC T W I T H
P RO S P EC T S A N D H E L P
T H E M U N D E RSTA N D
AND INTERNALIZE THE
VA LU E O F T H E
I N S U R A N C E S H E WA S
SELLING.
Now wonder why she
could not even
g e n e t r a t e 1 / 1 0 0 th o f t h e
sales that Nitu did?

Marketing Assignment 3
 IF YOU ONLY SELL INSURANCE
ON PRICE, YOU WILL
EVENTUALLY BE REPLACED
BECAUSE:
- There will always be another company with lower rates.

- When people buy from you just to save money, they’ll

leave just as fast.

- A call center employee can quote more people faster

and cheaper than you.

- A website can give millions of quotes per second even

faster and cheaper.

Marketing Assignment 4
 IDENTIFYING THE FALLACY?
Question to ponder upon;

- We all know that price is the primary driver of insurance

sales.

- Yet, we also must know that selling on price alone will be

the downfall of the concerned salesperson (in this case
Vanita), the agency, and the entire agency sale model.

Add a Footer 5
 Appendix of
fallacy/problems
• No talk about claims
• Lack of Questioning, as to why they bought
that
• No personal askance to the customer about
the worst a scenario they have been in in
order to break the ice and cut down on the
incommunicado zone
• No listing about communication preferences
• Denial of the knowledge about the client’s
last claim experience
• Lack of focus on helping clients earn referral
programs or more discounts
Marketing Assignment
Appendix of
fallacy/problems
• Redundancy in educating the Prospects and
explaining the discounts/addendums
• Less Emphasis on the fact that having an
Agent does not raise the price
• Secondary/Tertiary emphasis given to explain
the Licenses and Certifications and
experience
• Latter placement about the Potential Cost of
not buying
• Dicey and not firm placement of pricing
• Engaging on the premise of self evaluation of
the customer’s needs
6
 OTHER FACTORS
OMMITTED
5%
Prima Facie implementation 5%

- Implement Content Marketing

40%
- Embrace Social Media

30%
- Monitor Online Reviews

- Ensure Brand Consistency

- Go Mobile

- Automate Your Marketing 10% 10%

Content Social Media Online Review Brand Image Mobility

7
Marketing Assignment
 IT CAN BE SEEN THROUGH THIS CASE THAT LOCAL
INSURANCE AGENTS WILL SURVIVE AGAINST THREATS LIKE
ONLINE DIRECT WRITERS AND CALL CENTERS BUT IT WILL
NOT HAPPEN UNLESS ONE CAN SELL VALUE.

START SELLING MORE VALUE TODAY OR REMAIN A 1/100TH

OF A SELLER.

Conclusion

Marketing Assignment 8
 Thank you

Sai Gannavaram
Prateek Kadambande

Marketing Assignment 9