The Missing Piece

Challenge: An insurance brokerage wanted a thoughtful, out-of-the-box way to initiate business development conversations with targeted C-suite executives.


Key Factor: Statistics show companies are 75% more likely to earn business if they can obtain an appointment with the decision maker.


Solution: Rocca came up with a creative, two-pronged approach to catch the targeted executives’ attention. A remote control car was sent out to the automobile division’s leads without the remote itself. The package included a letter crafted by Rocca’s creative team explaining how a 20-minute meeting will “drive them straight to savings” and promising for the missing remote to be delivered in person should the executive agree to a meeting. Two other divisions also participated in the campaign, sending a desk safe without the combination to financial targets and a drill bit set without the drill to construction targets. The company’s response rate skyrocketed from 25% to 83%.


USI Two-Piece Business Development