This campaign takes advantage of your existing commercial relationships as a means for cross-selling personal lines. Your clients gain further coverage information, while you gain a valuable cross-sell opportunity.
Setting Up the Cross-Sell Campaign: Commercial to Personal
To locate the campaign, first, click "Content Library" in the left navigation bar:
Under the "Account Rounding" section, locate the "Cross-Sell: Commercial to Personal Campaign" and select "Customize":
This will install the campaign to your Custom Campaign Library. Click "View/Edit" to start customizing the campaign:
Determine Your Audience
Next, we will confirm who gets the messages and when. The Commercial to Personal Cross-Sell Campaign targets Commercial no Personal customers. To audit the segment to confirm who is being targeted, click on "Commercial no Personal" in the "In other words" section:
This will open a new window with the Commercial no Personal Segment that was installed with the campaign.
First, you can confirm that the segment is targeting "Active Policy Client Types" that contain a "Commercial" client type.
Next, you can confirm that the segment is targeting "Active Policy Client Types" that do not contain "Personal":
After confirming the segment for your group, you can close the window to return to the Commercial to Personal Sequence page.
When are people from Commercial no Personal added and subtracted from the audience?
Next up, we will confirm when people will be added or removed from the audience. The campaign defaults to add audience members on an "Ongoing" basis. This means that if a customer buys a personal policy, they will be removed from the campaign. Alternatively, if a customer no longer has a personal policy, they will be added if they just had a commercial policy.
People in the Commercial no Personal segment will be added to the audience every time you sync your management system and removed when they no longer match your segment.
The "Steps" section will show you an overview of the campaign.
You're more than a business card - This email lets your client know that you can also insure their personal policies.
How insurance is (not) like sports - This is a follow-up email to let clients know that you are also able to quote their personal insurance.
Where does your business end and you begin? - This email lets your clients know the benefits of having a single agent for both their personal and commercial policies.
If you're happy and you know it - This final email serves as a reminder that you are always there if your client would like a quote on their personal policies.
Event's Relative Days - If you want to make changes to the event's relative days, you can click on the days listed on the far right of each step.
Account > Customer Since - This campaign uses an Account Date Sequence. The default for this campaign is "Account > Customer Since." You can click on this section if you'd like to change this to a different date that you think would work best to cross-sell your clients. If you click on this section, you will see that this campaign is set to run annually. This campaign contains four emails, so you will be reaching out four times a year to your clients to try and round out the accounts for whatever cross-selling you are doing.
Pencil Icon - You can click on this icon to edit the email content.
Great! Now that you've reviewed the campaign and made any changes you'd like to, it's time to launch the campaign!
Launching Your Campaign
When you are ready to launch the campaign, set it live by clicking "Launch," on the bottom right corner:
Review your changes, and click "Go Live."
Nice job, you've set up the Cross-Sell Campaign: Commercial to Personal! If you ever need to edit or delete this campaign in the future, you can locate the campaign by clicking on Marketing>>Custom Campaigns in your left navigation bar.
Watch our webinar: Account Rounding Made Easy Using the Cross-Sell Campaign