Special requirements for telemarketing for insurance

Telemarketing for insurance and other financial services is subject to very different rules than for telemarketing in general. The Authority for the Financial Markets (AFM) has made requirements in the Financial Supervision Act (Wft) for all parties involved in any commercial activity. Even if you outsource part of the acquisition, you remain responsible as the client.

Therefore, when outsourcing, you are required to work with a company that is Wft certified. Provite is a Wft-certified agency and also has employees who are individually Wft-certified. That means that we can work together in the commercial field without having to worry about your liability.

In addition to legal terms, acquisition in the insurance field also has very different commercial requirements. Your business customer or prospect does not buy a product to make money with. He carries out risk management for his company, balancing the relationship between the risk to his organization and the cost of covering it. This assessment requires a tailored commercial approach. With over 40 years of insurance experience, we can help you like no other.

More than 40 years experience

As the first agency in the Netherlands, we started to make arrangements for account managers and other telemarketing services in 1977. From the very beginning we were able to assist some of the biggest providers in the field of insurance. Over the years we have done acquisition work and training for almost all major parties, insurance companies and intermediaries. The emphasis was (and lies) on b2b, mainly aimed at large and medium-sized companies and organizations.

Our people are the key to our success in this. We have a special team of experienced employees, some of whom were previously intermediaries. They know the market, language and needs of those responsible for the risk management of a large organization. These years of experience with all these insurers and intermediaries are at your disposal.

Outbound and inbound

A big part of our telemarketing is outbound, reliable hot- and cold calling to businesses with the aim of upselling or new business. We do this in the name of your business and corporate identity. This creates trust and growth.

If there is a change in legislation, such as on absenteeism management or liability, many customers may be calling you with questions in a short time. We can also support you by working as ‘overflow’ of your own customer contact center. Once the pressure rises, you will transfer the excess calls to our inbound telemarketing. We have all the technical facilities, and also the expertise, to seamlessly take over the service of your own people. This allows you to respond flexibly to increased market demand and it will ensure you to not miss any commercial opportunities.

The best training for your own people

With over 40 years of telemarketing experience for large and small companies in the insurance industry, we know what works commercially and what does not work. We can also transfer this knowledge to your own employees. We regularly train groups

of account managers to become more successful in finding new business, especially.
We don’t believe in courses where we transfer loads of information in a short period of time to your employees. It is simply a gamble then if this information is being processed and used effectively by your employees.

Our approach is to develop customized training for each company, training your commercial people on the workfloor and to ultimately put this knowledge into practice. We also look together at target groups and a distinctive proposition. The result is that you as a client will benefit from the knowledge you have gained from day one. It also makes it easier for sales professionals to acquire and retain new knowledge and skills.

The target group wants more than just ‘an insurance’

Over the years, the business has evolved from selling insurance to an advisory service for integrated risk management. This does not just sound different, but it is also fundamentally different. Risk management is a professional profession, which requires a professional approach. For example, when you make appointments for your account managers, you need more knowledge of the man or woman who makes the first phone call. This knowledge is well-attended by our insurance team.

Duty of care and relationship management: opportunities for growth

The government (AFM) imposes high requirements on the insurance industry in terms of care and relationship management. This creates a number of obligations, but also offers commercial opportunities. We have a worked out and successful concept, whereby we periodically approach your existing relationships. We will take stock of their current situation and associated risk profile, and where there are opportunities for expansion, we will make an appointment for one of your account managers immediately.

This form of relationship management helps you meet your duty of care and your relationships are also highly appreciated. In addition, you will get opportunities to upsell at an early stage. It is because your business and your customers already have a relationship that’s right. That is the best basis for additional sales. But do your own employees have time to regularly access your entire customer base? If you think there are opportunities now, call us.

Also for other sorts of financial service

Also for telemarketing of other financial services, reliability, compliance with legal requirements and expertise are important. We regularly implement this in the following areas:

• Banking and financing
• Leasing and factoring
• Investing and company advice – Accountancy

The acquisition for these services we usually find in the top of the business world: Owners and directors, financial directors, CFO’s and controllers. We know how to reach these people and have conversations with them. Many of our senior employees have been self-employed. This gives us the confidence and interest to make an appointment for your advisors.