Bob, this is Joe Smith. How are you doing this morning?
You don't know me personally but I'm a financial planner over in anytown. I don't want to take up too much of your time this morning, but I did want to see if you had a few minutes to spare later this week so I could come over and meet you personally.
really better? I've tried a million things, but am wondering if something like this would work. It should would be easier and to the point.
I like it. I don't care for a lot of the sales script crap I see. It's all about meeting someone in a non threatening way and building a relationship with them.
Business owners hear every sales pitch out there and they have a resistance to about 98% of it. I'd appreciate a straight forward approach.
Yea...thats great.....CLICK......you should see what happens when you show up at my door with the mags or the knob polishing liquid....but to prove my point take it out for a ride and let us know....call some people and lay it down and see what happens....
I've been using something very similar, it works. I want 5 minutes where I get their honest attention, 1 of 3 things happens:
1. Set a meeting to talk more indepth.
2. We agree to connect later. They know who I am now and will get dripped on for the next six months. It will be warmer when I call back.
3. It goes no where.
Any of those three are fine if you are meeting enough new people each day. Takes the pressure off the prospect and salesman.
What, precisely, are you going to do for them? If you called me and said "I'm a financial planner, and I want to come see you" I'd immediately think "he wants me to buy something - it's all about what's in it for him."
I'm a life guy. This is what I use when I feel like doing a little dialing:
Hi, may I speak with Joe Smith?
Hey Mr. Smith, my name is Nick Perry. I was just calling to see how I can help you [pick a hot button]. Do you have a solid plan in place for [hot button]?
No: Don't worry - most people don't. That's what I'm here for. I'd like to take some time and talk with you about how I can help you with [hot button]. Now, I know I've called you sort of out of the blue here, and you haven't had a chance to make time in your schedule for me today. I've got openings whenever and whenever. Which of those openings mesh up with your schedule?
Yes: Mr. Smith, it's so refreshing to hear that! It seems like hardly anyone I talk to these days can honestly answer "Yes" to that question. Have you ever heard that saying that "The best laid plans of mice and men often go awry?" My job is to make sure that your plan always stays on course. I'd really value the opportunity to talk with you about the plan you've got and help you plan a way to keep that plan on track for the rest of your life. I've got openings...
Re-read your posted script, and then read the sample one I suggested. The big difference between the two is one simple thing: the number of times the phrase "help you" is used. Phrase your calls in such a way that the person on the other end of the line gets the sense that you're in it to help them, and you'll get a lot farther.
As for what goes in "hot button," that depends on who you're calling. If it's business owners, perhaps it's a business continuity plan. Maybe it's covering funeral expenses. Perhaps it's just simple wealth transfer. Could be any number of things - tailor your message.
I do like the fact that you're selling the appointment, not the product - veteran move on your part. Include a little more language that turns it into a conversation about them and not about you, and I think it's great.
I was putting the "help you" in my scripts and I heard from a lot of people that it sent up the red flag for a typical sales call. I guess it can vary in different parts of the country. I guess I'm just looking for something quick, simple and nonthreatening.
Hey Mr. Smith, my name is Nick Perry. I was just calling to see how I can help you [pick a hot button]. Do you have a solid plan in place for [hot button]?
Response to "how can I help you" would be- "By not calling me anymore" CLICK... and that is what 99 out of 100 people would say.
To think that if you keep repeating "how can I help you" would break down someones guard is a little crazy and not giving them enough credit they still know you want to sell them something.
I am not saying you dont want to help them but thats not how they see it when they are eating lunch and the phone rings with "I'm an agent and I want to see how I can help you".
I think the key to any cold calling script is not using a script and somehow get the person to TALK to you.
You want to say something or ask something that will get most people to engage- THEN you are off
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Originally Posted by briko3
I was putting the "help you" in my scripts and I heard from a lot of people that it sent up the red flag for a typical sales call. I guess it can vary in different parts of the country. I guess I'm just looking for something quick, simple and nonthreatening.
Briko3
What are you calling for? What is your main product?
Last edited by HarryRenard : 11-17-2009 at 09:15 PM.
Reason: Posts merged
LOL! All business owners KNOW that when they get a cold call out of the blue as described in the above posts that the call is about one thing only:MR. BUSINESS OWNER, I WANT TO SELL YOU SOMETHING.
Cold calling is so outdated and inefficient for calling both business owners and residential consumers. Work SMARTER not harder by spending some $$ to generate leads. You'll make more sales per unit of time worked (as well as spend the $$$ to generate the leads), but at the end of the month when the dust settles you'll make more PROFIT per unit of time worked EVEN THOUGH YOU SPENT $$$ TO GENERATE LEADS.
Cold calling a business is even worse than a Kirby Vacuum cleaner salesman cold calling on residential areas. When cold calling (especially business owners) you come across as weak. Really successful people do NOT cold call, even though you may get lucky every once in a while.
Cold calling a business is even worse than a Kirby Vacuum cleaner salesman cold calling on residential areas. When cold calling (especially business owners) you come across as weak. Really successful people do NOT cold call, even though you may get lucky every once in a while.
There are absolutely more efficient ways, but it certainly works. The Kirby vacuum comparision is your own mental head trash.
Yea...thats great.....CLICK......you should see what happens when you show up at my door with the mags or the knob polishing liquid....but to prove my point take it out for a ride and let us know....call some people and lay it down and see what happens....
I've tried it out and I'm doing it currently. It's working. If your goal is to sell health insurance, this approach would be a waste of time, so few people qualify. If you are coming in with a general approach, this is the best way I've found to do it off of a cold call. It's how you come across and simply asking for an introduction, it's simple.
Re-read your posted script, and then read the sample one I suggested. The big difference between the two is one simple thing: the number of times the phrase "help you" is used. Phrase your calls in such a way that the person on the other end of the line gets the sense that you're in it to help them, and you'll get a lot farther.
The one big difference between Briko's and your post, Briko asked for the appointment. It doesn't matter what else you say in front of it, as long as you ask for the appointment. This assumes you aren't concerned with qualifying. I figure that if someone owns a business, they are likely qualified and I can likely help them in some way. Sometimes I'm wrong, but in general, most are and if not, I didn't waste much time anyway.
Again, this only works if you are coming in with a more general approach, not calling to qualify interest in a specific product. This is 180 degrees different from when I came in on a health insurance approach, but selling life insurance is a different approach and sales process the way I'm doing it.
Last edited by Full Throttle : 11-17-2009 at 10:09 PM.
I'm selling the appointment. We can do so much for the client, it really is impossible to tell until that first meeting.
Theinsuranceman,
How are you producing your leads with business owners?
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Full Throttle,
My thoughts exactly. I want it general, to the point and as nonthreatening as possible. They all know we're selling something which means if they invite us for that first meeting there's a reason behind it. It's our job to uncover that reason. I'm thinking about changing up my first meeting by starting with some variation of, "so what intrigued you enough to agree to let me come by?"
I haven't quite come up with the exact wording yet, so if you guys have any suggestions, it would be much appreciated.
Last edited by briko3 : 11-17-2009 at 10:13 PM.
Reason: Posts merged
Full Throttle,
My thoughts exactly. I want it general, to the point and as nonthreatening as possible. They all know we're selling something which means if they invite us for that first meeting there's a reason behind it. It's our job to uncover that reason. I'm thinking about changing up my first meeting by starting with some variation of, "so what intrigued you enough to agree to let me come by?"
I want to build a local clientele, I don't need a sale today, but will help them if they need my help now. All prospecting is essentially networking, keep it that low key. I simply ask for 5 minutes when I'm out to stop by and introduce myself. Very low key and non-threatening.
I haven't quite come up with the exact wording yet, so if you guys have any suggestions, it would be much appreciated.
(I didn't come up with any of this, but it's what I'm saying)
"Ted, I appreciate you taking a moment to let me introduce myself while I was out here today. As I told you on the phone, I work almost exclusively with small business owners. All I wanted to accomplish in less than 5 minutes today is 1 of 3 things. I want to find out if:
1. It makes sense for us to have a serious financial conversation.
2. It doesn't make sense now, but may in the future.
Or 3. We should never talk again!
And any of those three is fine on my end, absolutely no pressure. Would it be okay if I give you the quick preview of the type of work I do, then let you decide how we should go forward, if at all?
(I'm putting him at ease and setting the stage)
Blah blah blah, what would you say is your main financial concern right now? (I shut up and let him talk, he may tell me something that guarantees a sale)
Ted, that's five minutes, I promised I wouldn't take any more time. If you would like to continue the conversation, I have time on Thursday morning when I'm back out here, or even better, would you have time to grab breakfast before the day gets crazy?"
If he doesn't want to talk further, that's fine, no big deal. He may say, "Full Throttle, I've got some concerns about X, can you call me back around January?" If so, he's going to get two drip emails per month and will know me much better when I call back. Or we schedule a next meeting. Very simple, professional, and non-threatening if you make it that way.
Caution: This requires you to get out from behind your computer during the day and actually get active in your business community. It isn't for everyone!
Last edited by Full Throttle : 11-17-2009 at 10:53 PM.
Just call them and hang up. Then when they call back they are genuinely interested in knowing who you are and why you called.
I never call anyone back if they don't leave a message, I'm not that bored and it's completely unprofessional.
Do any of you?
And if you did, did you buy something or did you lose interest after you found out why they called to begin with?
The best thing you can do is ask a question as soon as possible, engage them, get them talking, don't offer a way out and there's no need to act like you work in the department of redundancy department.
You don't know me but . .
Right I don't, so tell me, get to the point before I hang up on you!
------------------------------------ "Weakness of attitude becomes weakness of character." ~~Einstein
Let me chime in as a newbie. In my previous sales positions (not insurance) I tried many things, from company approved scripts that they would always try to jam down our throats because it was working for the top producers to winging it, which usually never works. I don't think there is an end all answer here. Just like sales books, what works for one may not work for others and versa visa. I persnally agree with briko3 in just selling the appointment, don't put the carriage in front of the horse. When I was in the commercial pest control industry, the company script was to try to educate a cold call about pest control which got me a small amount of appointments. I finally went to "Hi, this is Craig with Orkin Pest Control and the reason I'm calling is to set up an appointment later this week regarding your pest control service." I would spend about two to three hours on the phone late monday morning and fill my appointment book for the entire week. Not sure if this type of approach would work here, but that's my two cents worth.
Cool, 3 more posts and I can PM people!!!!
Last edited by kingkrazy : 11-18-2009 at 12:29 AM.
Isn't it better to use their last name instead of their first name?
I shortened up your script and added an engaging question, as well as an either or question. I never get good results with open ended questions ...
"Mr. Jones, this is Joe Smith. The reason I'm calling is because I'm a financial planner over in anytown and I am calling to see if you had a few minutes to spare later this week. You do still live in anytown, is that correct? Okay, Great! I'm spending a large part of this week in your area and I would like to come over and meet with you personally about some financial planning strategies. Would tomorrow work for you or would friday be better? Morning, afternoon or evening?"
This type of script works for me ...
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Originally Posted by rayholt
How do you get to someone that can't be gotten to? Make them come to you.
Just call them and hang up. Then when they call back they are genuinely interested in knowing who you are and why you called.
I find it best, if you have their address, to go see them ... it's hard for a lot phone bullies to reject you face to face ... I can't believe how many sales I've made by doing this. They hang up on me, so I go by ... it's funny how it works ... "Come in, come in ...." I'm like, "Okay? Sure ..."
------------------------------------ Confused new agents, check out: www.FinalExpense101.com™
Final Expense is the easiest insurance to sell and a great place to start ...
Last edited by jody108 : 11-18-2009 at 07:06 AM.
Reason: Posts merged
"I won't hold you up. The reason I called is that I work almost exclusively with business owners on their overall financial planning. And I have no idea whether or not I have anything specific to offer you, but I do have a 3pm meeting with Bob Smith down the road from you (or in the specific city if isn't true) and wanted to see if I could pop in for 5 minutes, either right before or right after my meeting for a quick introduction?"
"intro.......I hate to just drop in on people but I did want to see if you had a few minutes to spare later this week so I could come over and meet you personally.
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Revision:
Mr. Jones,…….. Briko 3. How are you this morning?
I'm a financial planner in Anytown and I don't want to hold you up, but I did want to see if you have 5 minutes to spare this week so I can come by and meet you personally. I always hate to drop by unannounced.
Last edited by briko3 : 11-18-2009 at 09:01 AM.
Reason: Posts merged
The one big difference between Briko's and your post, Briko asked for the appointment. It doesn't matter what else you say in front of it, as long as you ask for the appointment. This assumes you aren't concerned with qualifying. I figure that if someone owns a business, they are likely qualified and I can likely help them in some way. Sometimes I'm wrong, but in general, most are and if not, I didn't waste much time anyway.
Again, this only works if you are coming in with a more general approach, not calling to qualify interest in a specific product. This is 180 degrees different from when I came in on a health insurance approach, but selling life insurance is a different approach and sales process the way I'm doing it.
Hey, I'm asking for the appointment, too! I'd like to take some time, sit down, openings here, openings there...
To each his own, but I can tell you I've had success with the "help you" BS. When I'm cold-calling (and it's not much, I'll admit) I'm calling business owners. These guys are used to getting cold called, and they know that when the phone rings it's either someone who wants to buy something or someone who wants to sell them something. 70% of the time when they realize it's someone who wants to sell them something, they shut down - I've found that by doing the "friendly guy" act, they tend not to shut down as hard, and as a result can leave the door a little open for you to squeak through.
I'm not under the delusion that saying "help you" will magically break down someone's guard - but I do know that sales people tend to enjoy talking about themselves. If I can make the conversation about the person on the other end of the phone, then I stand out from all the other cold-callers who made it about their own sale.
I'm a financial planner in Anytown and I don't want to hold you up, but I did want to see if you have 5 minutes to spare this week so I can come by and meet you personally. I always hate to drop by unannounced.
I would simply change that to "I wanted to see if I could catch you for 5 minutes on Thursday morning around 10am for a quick introduction?" The more specific you get, the better. It will work as long as you make the calls, speaking of which, it's time for me to get on the phone.
Is Simpler Better?
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