Churchill Claims Services is an independent insurance investigation company based in Largo, Florida. They provide nationwide investigation services to insurance companies to verify if insurance claims are valid or bogus, including photography, witness interviews, video surveillance, etc.
THE MEETING: We received a phone call from Churchill saying they needed a meeting immediately to figure out how to solve a major and potentially disastrous problem: The insurance companies had decided en masse to stop using outside investigation companies! This had the potential of putting Churchill out of business, so we asked the key question: "What problem are the insurance companies trying to solve?". After some exhausting detective work, we discovered that the insurance companies were so frustrated by incomplete investigation reports for independent investigators (not Churchill's) that they'd decided to go in-house to save themselves the aggravation and wasted expense.
THE SOLUTION: Churchill executives assured me that they NEVER turned in incomplete reports, so this was not a valid complaint they'd ever received. To solve the PR problem, we created a "Churchill gets you the facts" campaign by creating a series of Case Studies of interesting investigations that detailed the problems encountered and how the investigators were never stopped. The reports were written up as short "detective novel" episodes, and a branding was created showing a fedora-wearing silhouette of an investigator. These Case Studies were sent out as individual emails and also added to the Churchill web site. A complete redesign and facelift of the site was done at the same time, refocusing the marketing around the new campaign.
We invite you to visit www.Churchcill-Claims.com. Their value propositions are instantly obvious. Best of all, everything about this marketing website moves prospects closer to becoming clients.
Our team members know the ins and outs of creative web design and our proprietary marketing, sales process, and design approach for maximizing conversions. Your web designers don’t. Taking the time to teach them would likely be counter productive to closing more business in less time.
Churchill executives told us that the campaign was so popular that customers were calling in to find out when the next "episode" was coming out. The number of new investigations continued to rise sharply for months and allowed them to expand operations into all 50 states, including Alaska and Hawaii.
BELOW: We worked with Churchill to produce a series of 15 Case Study emails that were sent out to insurance companies using the "Churchill gets you the facts" branding. Each one of these contained an interesting writeup of the problems encountered by a Churchill investigator and how he/she was able to work out a solution to make sure ALL the information about the case was gotten. A few weeks after the email campaign was kicked off, the number of new investigation requests started to skyrocket! Instead of just telling people how good Churchill was, the emails actually proved the point in an interesting and fun manner. The campaign eliminated all objections from the insurance companies, and instead of losing accounts, Churchill expanded its business many times over.
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