I paid a cold call visit to a company about two weeks ago. The owner said he would be open to talking with me when I returned from vacation about switching carriers etc.
On my return trip home I called him and he said his wife had decided not to make a change.
They now have a carrier whom I really believe I can beat the rates by a wide margin and keep benefits about the same.
I've thought about just calling the wife and seeing if I can get her to reverse the decision. Just not sure what approach I should use. Thanks for idea!
I'd mail him a quick, handwritten note explaining that I'm always available to show him ways to save$$ along with a testimonial from a satisfied client who switched from the same carrier and saved a bundle. You really believe that wife story
When he bought his copy machine or leased it, did he have to go home and ask his wife 1st? Does his wife make all of his business decisions?
Somethings the man in charge just have to decide and do what is best for his business and his family.
He might just be putting you off also.
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Mark Rosenthal aka markingriffin
IMO/Ins Agent/Agent Trainer/Free Advice markcrosenthal@aol.comwww.realfastservice.com
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Dude, can this be more offensive and old school? Like the who buys the groceries rebuttal?
Man, just appeal logically, saying you feel you may have a better option for him, if he declines, you tried, and at least it shows you're looking out for him.
Originally Posted by Markingriffin
When he bought his copy machine or leased it, did he have to go home and ask his wife 1st? Does his wife make all of his business decisions?
Somethings the man in charge just have to decide and do what is best for his business and his family.
If you did not speak to the wife, you can not call her behind his back. A letter, followed by another letter 60 days from now, followed up by a phone call 60 days before the renewal is your best option.
Rob is on the right track. You want to use the Feel, Felt, Found method.
I understand how your wife feels nervious about a change. Most clients have felt exactly the same way. What they often find though is that they can save a substancial amount on their premiums with no reduction of benefits once they take a look at all the options. What I'm suggesting is that we just do a simple fact finder to see if this is even worth considering for you.
Yeah I agree with you Oxford, I'd mail him something and follow up with the call. You really just want to get in front of him or both of them and just get that fact finder completed first. Selling him on the lower rate is great, but make sure to tell him that it's a free analysis to find out if and how much you can save him, and just sell that appointment first.
And be confident!
This guy is just smokescreening you. Think about what he is saying between the lines-- he is just not comfortable considering a change at this time, for whatever reason he wants to give you. Maintain contact with him, do not go around him to the wife. You'd be instant toast if you did that. It will take time and service to penetrate potential clients like this one. With persistent contact, this man will come to know you and sooner, or later, will start opening up. Only then will you be in a position to sell.
------------------------------------ "Conservative: A statesman who is enamored of existing evils, as distinguished from the Liberal who wishes to replace them with others." Ambrose Bierce
This guy is just smokescreening you. Think about what he is saying between the lines-- he is just not comfortable considering a change at this time, for whatever reason he wants to give you. Maintain contact with him, do not go around him to the wife. You'd be instant toast if you did that. It will take time and service to penetrate potential clients like this one. With persistent contact, this man will come to know you and sooner, or later, will start opening up. Only then will you be in a position to sell.
+1
And maybe it isnt all about the rates. Heck... For investment business, I charge a higher fee than most other advisors, my clients know it to. You will never win long term on rates alone.
How about a simple...
"If there was one thing you can change about your existing relationship with XXXXXX, what would it be?"
[quote=1manshow;188078]I'd mail him a quick, handwritten note explaining that I'm always available to show him ways to save$$ along with a testimonial from a satisfied client who switched from the same carrier and saved a bundle. You really believe that wife story/quote]
As others have said, move on. Whether or not the spouse situation is true, he doesn't want your help right now. People buy emotionally, justify logically. Send a letter or make a call saying you are around in the future, drip market on him for a year, call before his renewal, rinse and repeat. I have gotten quite a few groups this way even four to five years down the line. The key is to have a boat load of x-dates and to have them know who you are when you call back next year.
Yeah I agree with you Oxford, I'd mail him something and follow up with the call. You really just want to get in front of him or both of them and just get that fact finder completed first. Selling him on the lower rate is great, but make sure to tell him that it's a free analysis to find out if and how much you can save him, and just sell that appointment first.
And be confident!
Assuming you visit leads and/or small businesses in your area, why not simply stop by to introduce yourself and ask him eye to eye...most agents as u can see by the other posts will call again or send a letter. Set yourself apart and put a face to the call. Many of our clients said this made all the difference, rather than being drilled by call after call.
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