How Weak is my Pitch?

[LifeWorth]

I'm calling business owners whose contact information I picked up from my field prospecting. I pick up business cards, and now I'm calling them. I've already made 180 calls today. One of two things happen:

1.
ring ring
"hello"
me: Hi, I am calling for prospect
"prospect is not here."
me: oh, ok, thanks
*hang up*

or

2.
ring ring
"hello"
me: Hi, I am calling for prospect
"This is he/she"
me: "Hello, this is LifeWorth, and I'm a life insurance specialist. I was in your office/store/shop/business the other day and I missed you. Would you have any objection to me stopping by tomorrow to introduce myself and show you the kind of work that I do?
"not interested"
"ok, thank you very m---" person hangs up before I even finish talking.

Why am I even thanking the person?

Also, this seems like such an easy script to give a rejection to. Out of 180 calls, I only got 17 business owners on the phone. Not one of them said yes to me stopping by. Is this standard cold calling ratios, or am I just truly godawful?

 

[MW Agent]

I'm calling business owners whose contact information I picked up from my field prospecting. I pick up business cards, and now I'm calling them. I've already made 180 calls today. One of two things happen:

1.
ring ring
"hello"
me: Hi, I am calling for prospect
"prospect is not here."
me: oh, ok, thanks
*hang up*

or

2.
ring ring
"hello"
me: Hi, I am calling for prospect
"This is he/she"
me: "Hello, this is LifeWorth, and I'm a life insurance specialist. I was in your office/store/shop/business the other day and I missed you. Would you have any objection to me stopping by tomorrow to introduce myself and show you the kind of work that I do?
"not interested"
"ok, thank you very m---" person hangs up before I even finish talking.

Why am I even thanking the person?

Also, this seems like such an easy script to give a rejection to. Out of 180 calls, I only got 17 business owners on the phone. Not one of them said yes to me stopping by. Is this standard cold calling ratios, or am I just truly godawful?

What is your goal for the call? To stop by to introduce yourself, or to qualify interest on the phone? If it's to stop by, why even call ahead if you can just do it anyway? If you are trying to qualify for interest before stopping out, then I would change your wording.

 

[DHK]

You need to go further.

1.
ring ring
"hello"
me: Hi, I am calling for prospect
"prospect is not here."
May I ask what would you say would be the best time to reach him?

then...

Would he, by chance, have voicemail?

me: oh, ok, thanks
*hang up*

or

2.
ring ring
"hello"
me: Hi, I am calling for prospect
"This is he/she"
me: "Hello, this is LifeWorth, and I'm a life insurance specialist. I was in your office/store/shop/business the other day and I missed you.

This is a good spot to mention the problems you help other business owners solve.

Would you have any objection to me stopping by tomorrow to introduce myself and show you the kind of work that I do?
"not interested"
"ok, thank you very m---" person hangs up before I even finish talking.

You gave NO REASON for the client to want to meet with you... except that you're a "life insurance specialist". Unless life insurance is already on their mind... you won't go very far.

Life insurance & annuites are SOLUTIONS to PROBLEMS. Don't sell the ease of pain for buying the solution... probe for pain of common problems.

No pain = no appointment for you.

How do you phrase your specialization or problem? Try this:

"You know how... (identify common problem or observation)?"

"Well, what I do is... (state a benefit or solve the problem on a cost effective basis)."

Second... you aren't giving a TIME FRAME for the appointment. If you asked for 10 minutes... you'll at least be granted permission to stop by... a lot better than asking to "stop by" and not setting a time frame.

If you don't specify how much time you need... it will be assumed that you are an amateur and will need HOURS... and they won't give you that time commitment.

Don't try to be comprehensive with business owners either. You are a "Financial Improvement Specialist"... meaning that you help people make improvements one step at a time.

Find ONE problem... and market that as your specialization.

Don't be overly complex with your words either. This one that I use for CI is very simple:

My approach would be: "Hello _____? This is DHK with Assurity Life here in (city). Do you have a quick minute to talk?

"Great! The reason I'm calling (stopping by) is... You know how health insurance pays doctors and hospitals when you get sick or hurt and can't work? Well, our policies pay YOU and help you pay YOUR bills. (pause)

I just need 10 minutes to stop by and show you how it works... and then you can judge it for yourself."

http://www.insurance-forums.net/for...usiness-life-insurance-t68447.html#post900680

 

[scagnt83]

You need to tell them how you can help, not what you sell.

 

[Mudcat06]

If you want to take a look at a lot of great cold calling/prospecting techniques and the methodology behind them, take a look at Sandler Selling. They have a ton of youtube clips you can review that will be of great use to you.

Best of luck

 

[walthamny]

I never cold call but agreeing with the previous comments. What is the benefit for them to continue to talk to you. The benefit is that they get to talk Life Insurance Specialist. Not powerful.

How about September is Life insurance awareness month. I am trying to get a chance to talk all the business owners in where the prospects lives. I am sure the prospect is all set with life insurance, I just wanted to see if we can review what the prospect has now before rates go up in January.