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[quote=Rivers1;166304]
Here's my script...
Hi, is (client name) there?
(client name) this is (your name)... (pause)
...not sure if you are going to remember my ...
[quote=Rivers1;166304]
Here's my script... Hi, is (client name) there? (client name) this is (your name)... (pause) ...not sure if you are going to remember my name (your name)
I'm the (whatever position you want to use) with (company you represent) here in (name of county) county.
I spoke to you about six months ago about your health coverage, and (client name), when I talked to you at that time you just weren't interested, but you know, in this business there's a change.
I talk to somebody and they tell me to go away and I call them in three months and they've been looking for me for sixty days, you know... (kinda say this while laughing a little) ... and I thought I'd give you a call back and see if maybe you're interested at looking at a change.
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This actually looks like one I'm going to try. I may modify it a bit to fit my personality, but I like it. Thanks for sharing.
Nothing like starting off the relationship with a good lie, huh?
Originally Posted by Rivers1
... Raw cold, never spoke to them in my life.
Here's my script... Hi, is (client name) there? (client name) this is (your name)... (pause) ...not sure if you are going to remember my name (your name)
I'm the (whatever position you want to use) with (company you represent) here in (name of county) county.
I spoke to you about six months ago about your health coverage, and (client name), when I talked to you at that time you just weren't interested, but you know, in this business there's a change.
...
I use this for cold calling AND with older B-leads, or even any random business phone number you might come across. Remember, people can't recall who they spoke with last week let alone six months ago so you are in a conversation before they even know it. There is only two replies the client will give. 1) No, I'm happy with what I have, or 2) Yes, let's talk about what you have to offer.
Either answer you can work with and go from there. Whatever happens, save the contact info and... call them back in six months.
When I'm driving and see a vehicle(work van, company car, etc) with a phone number on the side, I call it. Raw cold, never spoke to them in my life.
I spoke to you about six months ago about your health coverage, and (client name), when I talked to you at that time you just weren't interested, but you know, in this business there's a change.
[COLOR=#0000ff]When people don't possess the skill to play straight-up, they must resort to trickery.[/COLOR]
[COLOR=#0000ff]Shame on you, you're exactly the type of cancer that has given this business the bad reputation that it has.[/COLOR]
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[COLOR=blue]Don't steal - the government hates competition.[/COLOR]
I actually like cold calling, but I only deal with small business owners, familes, people who are paying for their own health coverage. When I'm driving and see a vehicle(work van, company car, etc) with a phone number on the side, I call it. Raw cold, never spoke to them in my life.
Here's my script... Hi, is (client name) there? (client name) this is (your name)... (pause) ...not sure if you are going to remember my name (your name)
I'm the (whatever position you want to use) with (company you represent) here in (name of county) county.
I spoke to you about six months ago about your health coverage, and (client name), when I talked to you at that time you just weren't interested, but you know, in this business there's a change.
I talk to somebody and they tell me to go away and I call them in three months and they've been looking for me for sixty days, you know... (kinda say this while laughing a little) ... and I thought I'd give you a call back and see if maybe you're interested at looking at a change.
-----------------------------------------
I use this for cold calling AND with older B-leads, or even any random business phone number you might come across. Remember, people can't recall who they spoke with last week let alone six months ago so you are in a conversation before they even know it. There is only two replies the client will give. 1) No, I'm happy with what I have, or 2) Yes, let's talk about what you have to offer.
Either answer you can work with and go from there. Whatever happens, save the contact info and... call them back in six months.
Welcome! Even though your tactics are being questioned.
[COLOR=#0000ff]When people don't possess the skill to play straight-up, they must resort to trickery.[/COLOR]
[COLOR=#0000ff]Shame on you, you're exactly the type of cancer that has given this business the bad reputation that it has.[/COLOR]
Thanks for your opinion and judgement behind the keyboard.
Everyone has been contacted about their insurance at sometime or another, correct? So why can't it be me?
I try to help folks who are unhappy with their current coverage for whatever reason. If I can make a contact/friend and actually put them in a better place, did I do something wrong?
By the way, the script I mentioned above is not the only one I use from time to time. It's mostly my previous contact script. I'd say 35% of the business I write is from referrals.
I do a lot of "walking & talking". Business is face to face, not on a phone dialing hundreds of numbers praying for someone to say yes.
After I leave an appointment I "cloverleaf" all the surrounding businesses. Walk into the businesses with only my card and introduce myself...
Hi, I'm (name) with (company you represent) and I just helped (business name/client name) down the street with their health coverage.
Then I ask three simple questions all run together... How do you do your health coverage? How's it working out for you? Are you happy?
Collect their business card and write down the high points of our conversation. Track the locations on a map to mark my progress. I can count on 4-6 appointments by visiting 25 businesses a week, on top of the phone appts I have set.
I fully service my clients. From helping file claims, speaking with their doctor's office, etc... anything they need. Birthday cards go out to clients everyday.
But then again, I need not prove anything to Mr M&M above.
Get to know me first before you start the name calling.
The funny thing is I read a book or an article before that talked about one of the top selling life insurance agents and he would cold call all day long and his script was pretty much that. Of course this was pre Do Not Call list days. But he would take a phone book and go down the list until someone would say yes actually I was thinking about buying insurance, funny you should call. I've never actually tried it though. I'm not sure I could handle that much abuse in a day.
I used to do sales calls too. You can't bombard them with lots of information as soon as they pick up the phone. You need to get them into a casual conversation first by starting with questions.
Ex:
Hi, this is Jack from so and so, is Mr. Hansel there?
Hi, Mr. Hansel. I was wondering if you already have a health insurance in place for your employees?....
Depending on the response, you kind of lead the prospect to where you want to take them...
I used to do sales calls too. You can't bombard them with lots of information as soon as they pick up the phone. You need to get them into a casual conversation first by starting with questions.
Ex:
Hi, this is Jack from so and so, is Mr. Hansel there?
Hi, Mr. Hansel. I was wondering if you already have a health insurance in place for your employees?....
Depending on the response, you kind of lead the prospect to where you want to take them...
Ah yes, nothing I enjoy more than an insurance agent cold calling me trying to get me into a casual conversation.
I've learned a couple tricks I figured I could share that are increasing app setting a lot at least on home mortgage leads.
First thing, do not ask to speak to whoever it is you are calling. Just say "Hi, (lead name or name of spouse on lead card), this is (first name only), how are you doing today?" Then shut the hell up and listen. Be prepared to have to work off what they say at that point.They literally might have just walked in on their kids lighting their house on fire, or the family dog eating a cat. You DO want them to think you care about what they are saying. If you really don't care just skip this part, it does help a LOT in finding their close if it opens communication.
Part 2: "The reason I'm calling today is to meet with you so we can go over the benefits you requested to protect your (home mortgage/family/health/ect). I am going to be in your area already doing other appointments on (insert days) and it is important that we set aside 20 to 30 minutes so this can be taken care of and you and your family can be protected. I have (tuesday at 7 and wenesday at 4 - BE SPECIFIC) available, which of those would work best for you? Shut up here again, and wait for objections. No matter what the objection, just reiterate that it is IMPORTANT, and will BENEFIT. After every objection, ask for the appoitment again after you stress the urgency and importance of the meeting. The reason you give a specific date and time is so they will say "no, 7 tuesday won't work for me, but 6 or 8 or 5 will." That responce says "I want this appointment, find me a time." They might also tell you they do something specific at that time, which will give you information to help close.
NEVER say the word insurance. They probably have an INSURANCE guy. You are providing important things that benefit them. Talk like you already know them, like they are already your client, and your friend. NEVER say the word interested, if you do you increase the chance they say back "I'm not interested" by about 1000%. People tend to repeat what you told them. If you say interested, they say "not interested" if you say "important benefits" they think "this is important and it helps me". If you say "information" they say "please mail me the information". If you want to try it out, call the same people you already called using an old script and don't use those words, if they were soft nos already you probably just set an appointment. You can modify this script to your hearts content, and it will still be effective, just rely on the key words and leaving out the bad trigger words.
Stay in control of the situation. Do not leave messages. Do not ask a client to call you back. Ask them what time you can call back. If a client offers you a meeting time, don't take it. If they say "how about 7 on thursday" you say back "I can't do 7, but I can do 715. I'll see you then". Any leads you couldn't get on the phone or didn't set, take them with you when you run appointments, if someone stands you up, go do a knock and talk.
The key thing here is you are trying to set an appointment that will not just be there, but you want them to buy in 1 meeting. After they take the appointment, say this.
"Great, so I'm going to be coming to your house (time and day). Your letter says your address is (read their address). What major streets are near there, in case my GPS loses signal or dosen't have your location? Alright, thanks (client name), so I'm going to see you at (address again) on (time/day again), when I get there it will help speed things along if you can have your (medications, existing insurance, checkbook, wife or husband) there so that we don't have to run around looking for them after we sit down. Please write down the appointment time and stick it on your fridge or in your planner so we can make sure this gets taken care of for you. I look forward to seeing you on (time day again)." Ok. I'm POSITIVE a lot of people are thinking here that I am repeating this way too much. Maybe it is too many times, but its better to grind that in than get stood up. You really just want them thinking about YOU coming to their house visualizing it, seeing it happen, knowing what they're going to need out, what they're expected to do.
If you set this way, you have sold the appointment before you get there.This script is 100% intended for a 1 appointment sale. Don't tell them you're "dropping by to go over information with them" or that is EXACTLY what you are going to be doing. You set the expectations of the meeting before you get there.
This EXACT script is setting about 40% of the time so far on 5-8 month old leads. It is setting almost 20% more often than the old one I was using.
Re: Need Help on My Cold Call Script
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