One to one marketing is an idea first espoused by Don Peppers and Martha Rogers almost a decade ago.  It is an approach that concentrates on providing services or products to one customer at a time by identifying and then meeting their individual needs. With this individualized approach, a customer becomes much more engaged in the process of identifying the needs and in building his or her individual solution.  The goal in one to one marketing is to repeat this process many times with each customer such that powerful lifelong relationships are forged. As such, it differentiates customer rather than just products.

Successful financial advisors and insurers also recognize the need to design unique solutions tailored to the specific needs of their clients.  Concept-based selling is an approach that embraces this marketplace reality.

With this in mind, illustrate inc spent the last 12 months gathering industry information and documenting scenarios and advanced concepts in the development and design of a new generation of advanced insurance concepts systems. This new generation solution will allow advisors and head office staff to be able to uncover needs, educate, quantify and customize an entire solution specifically for each potential client.  

Equally important, illustrate inc recognizes that not all advisors or clients respond the same way to the complex issues that are part of Concept-based selling.  Therefore, illustrate inc, along with its client partners are collaborating on the design and development of an integrated Sales Concepts system that will educate, identify, quantify and present these complex ideas in a dynamic style that best suits the client and the advisor.  This new system will provide highly visual and interactive information that can be personalized for each potential customer to further support the advisor in clearly demonstrating how the proposed solution works and why it works for each specific situation.

The Sales Concepts System represents another major component in the evolution of the illustrate inc .NET product portfolio.

Delivery of first release of the illustrate inc integrated Sales Concepts System is scheduled for Q2, 2005 to client partners and early adopters. General delivery will be available by Q3, 2005.   

Watch for further details on the Integrated Sales Concepts Solution in our next issue of insight.  If you can’t wait and want more details now, please contact us at infoillustrateinc.com or call us at 416-626-6230.