Of course I don't expect call backs from those prospecting unless they may have an interest and I know leaving a message is generally after having first make several attemts to speak verbally
But its sure chafes me when those I had sat with face to face but had to "think about it" won't return repeated calls to follow-up. Obviously they arent interested but just feel it so rude and inconsiderate of them after spending time with them. I hate to let those " ignore him till he goes away" types win by my going away without a definitive "not interested"
Know its a waste of time continually calling them when they obviously have no interest but I'm inclined to make a pest of myself with progressingly more unfriendly messages when they do this-----I'm not interested in maintaining goodwill after repeated no returned calls from these rude people. You think leaving a message saying your just going to stop by since getting no call backs might get a response finally.
How do others deal with such rudeness---just walk away and waste no more time or just move-on or what????
Last edited by yabadabadoo1026 : 07-06-2009 at 06:43 PM.
The prospect is call ID-ing your number. Dial *69, wait for dial tone, then dial the prospect's number. Your number shows up as "unknown" on their caller ID. They may be more apt to answer the phone. Then you can tell them you were making one more call to them before their file is closed. Now you will find out if they are interested or not.
You are dealing with the public. They are rude, crude and socially unacceptable.
It is neither worth my time or energy to communicate with them any further. I just tell myself that "Time wounds all heels". And it really does, might take a while and I may not witness it but it will happen.
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Medicare Supplement Sales Training and Coaching.
"The Perfect Contact Management Program (CMP) for the Insurance Professional" www.YourInsuranceOffice.com
877.633.0808
How do others deal with such rudeness---just walk away and waste more time or just move-on or what????
I think this may be somewhat dependent on your sales cycle and the kind of prospect , you know....Internet leads/Self-Employed/Someone who called you first....etc.
Let's say you are talking about shared internet leads for a sec.....
"Burn your Bridges"
I think the stats are that 70-90% of the people who, want to think about it, will not answer your call.
I say close em, hard/soft, whatever you have to do, to get them to hang up on you or do the app.
Bottom line, they are still going to buy insurance, maybe just not from you.
Ever call back a lead who said they needed to think about it? And get them back on the line, to hear they had gotten a plan through another agent?
If you don't close them, you just made it that much easier for the next guy in line to get your commission.
Remember anything other than "Yes, I will take it" just means....
"You haven't sold me-------Yet"
Don't be afraid to get down and dirty, not all sales end up in a nice little bow, sometimes it get's messy.
And for those of you who are thinking:
"Well, why piss someone off who might call you back?"
I say the number of people you will close, by not giving into the "Let me " stall, will far out weigh any bebacks you get.
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Mark
"Corner Bar"---Independent Agent Anthem
My credit score's fallen like the New York Mets
There ain't a debt collector that ain't called yet
They say, "Money don't talk, it only swears"
And got me cussing in my underwear
Try to be a professional, cause you never know when being an ASS will come back to bite you in the ASS.
Call, leave a message. Email. Call a week later. Then email once a month.
There could be a hundred reasons they haven't returned the call and not all of them are because they're trying to dodge you. Try not to be offended or hurt, it's not like it's your mom's not calling back. We aren't a high priority person in alot of people's lives.
I don't do this enough myself, but you have to deal with "I want to think about it" when it is first uttered since it is indeed a blowoff.
I know the inclination is to say "Of course. This is a big decision and you should spend some time thinking about it."
But if you have set this up right, you should be able to say "Ok, but what exactly is there to think about? Because apparently I didn't explain something right. Or maybe you have some misgiving that we need to look at further." Or, "While you are thinking about it, why don't we start a free health survey in motion in case there is some problem we don't know about that would make my suggestion impossible."
I don't know, the responses are endless -just whatever fits your personality and the situation.
The bottom line is that if we all agree that "I want to think about" is the big kiss off, then nothing much is lost pressing the issue while there is a chance of resurrecting things rather than waiting for the phone call that is never returned.
If someone is not calling me back, or not returning my follow up messages means one thing to me " not enough in my activity pipeline" If I am chasing after someone I met with a month ago or so, it is just about time to move on to someone who has more interest to buy.
As my old boss use to say " they are buying from somebody".
It all begins with the perfect first call.
Of course that means something different everyone.
If you go on a date and call the chick to tell her you had a great time and she doesn't call back, do you chase her? Only if you're a desperate loser, people say a lot by not saying anything!
And they will call you back if they're interested, won't they?
That's why you have to go in with a one call close mentality. This is for our sake and theirs. It never hurts a client to buy a policy but it certainly could hurt them not to. As agents we need our motivations not to be rocked by the I need to think it over type of clients. If we keep calling them we are perceived as desperate. Solve the reason not to buy on that visit because you are to busy to make it back in the near future.
If you do your job up front, the close is the easiest part of the sales cycle. The trick is (and it is not really a trick) to have so much activity going on that it doesn't matter.
You've done your fact finder, you've done your homework, you've done a great job and you've solved their problem. The rest is just paperwork.
My CSR handles most of my closes (paperwork) I'm to busy solving the next clients problem.
------------------------------------
Tim
Warnerins.com
Qualify (don't try to disqualify), provide service and value and close the deal!
And really close, with enthusiasm, you can't lose a sale you were going to let go anyway, can you?
Originally Posted by warnerins
If you do your job up front, the close is the easiest part of the sales cycle. The trick is (and it is not really a trick) to have so much activity going on that it doesn't matter.
You've done your fact finder, you've done your homework, you've done a great job and you've solved their problem. The rest is just paperwork.
My CSR handles most of my closes (paperwork) I'm to busy solving the next clients problem.
Tim does P&C so I can see where he is coming from. There is simply not enough time to chase down people for the Auto or HO insurance. My simple solution would be to not leave messages, just keep calling. Leaving messages has never worked for me, but I could see how life or health would be a little different.
Did you ever think about going back face to face instead of calling?
Originally Posted by yabadabadoo1026
Of course I don't expect call backs from those prospecting unless they may have an interest and I know leaving a message is generally after having first make several attemts to speak verbally
But its sure chafes me when those I had sat with face to face but had to "think about it" won't return repeated calls to follow-up. Obviously they arent interested but just feel it so rude and inconsiderate of them after spending time with them. I hate to let those " ignore him till he goes away" types win by my going away without a definitive "not interested"
Know its a waste of time continually calling them when they obviously have no interest but I'm inclined to make a pest of myself with progressingly more unfriendly messages when they do this-----I'm not interested in maintaining goodwill after repeated no returned calls from these rude people. You think leaving a message saying your just going to stop by since getting no call backs might get a response finally.
How do others deal with such rudeness---just walk away and waste no more time or just move-on or what????
Follow-up Calls Not Returned
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