Brokers look to cross-selling toolkit to boost sales

Natalie Holt
21-Nov-2008
Brokers are turning to a webpage from Paymentshield for help with cross-selling general insurance products.
The Cross-Selling Toolkit offers a range of online material to take brokers through each step of running a cross-selling campaign.

Features of the toolkit include a campaign planner, letter templates, telephone hints and tips and a guide for handling objections.

Since the toolkit went live on October 14 the toolkit webpage has been visited 4,393 times. Some 2,403 viewed the page between the launch and the end of the October.

Sandy McPherson, head of marketing at Paymentshield, says there was a pent up demand among brokers for a campaign tool such as this

He says: “Brokers can tap in to the GI cross-sell market without having to go through the pain of reinventing the wheel and learning best practice.”

McPherson says that by understanding the cross-selling process more sales will follow, with GI commission going some way to replace the drop in proc fees.

He adds: “This initiative is all about helping brokers cope with the downturn in the mortgage market. The old cliché of ‘if you don’t look after your customer someone else will’ is even truer now.

“The toolkit helps brokers ensure that they are best placed to look after the financial needs of their existing clients.”