When you're 'cold calling' and selling p&c products and get the:
"No thanks, I'm not interested."
Or
"I'm not interested, I have insurance and I'm good where I'm at."
Just curious to hear the clever lines some of you use.
Why fight it? A normal data list is around 10,000 (for small biz), keep trucking along, why deal with tire kickers? Those people you will try to convince will turn into time vampires, you will chase and get fustrated, and burn out.
There are too many to try and turn, just keep trucking. Look for the most obvious pain button, pain in premium prices, and if they dont have that concern, NEXT!
On the other side, I do find myself wanting to rebut some "not interesteds", but thats the part of me that gets bored with just trying to dig for the main pain, dont let that happen to you, keep focus....
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"First by deflation then by inflation, central bankers will deprive your children of all land and liberty"
"Central Bankers are more dangerous than standing armies"
Thank you for your time and if you ever change your mind my website is blah blah blah, and maybe one out 10,000 will go to your website.
I would not fight with them. Keep on truckin! It is a numbers game when cold calling. Just hurry up and call the next prospect.
I would think cold calling to sell P and C would be much harder then the other types of insurance, but I could be wrong.
How about start off asking them if they are happy with their current coverage and can you see if you can save them some money. If not, thank you for your time and if you ever need my services, my website is ....
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Mark Rosenthal aka markingriffin
IMO/Ins Agent/Agent Trainer/Free Advice markcrosenthal@aol.comwww.realfastservice.com
Please visit mywebsite to learn more about me.
Email me for my Free Prospecting MP3 Tapes.
Cold calling to residential is hard to do because of the DNC list. But I have a biz line in my home... and have had one for 25 years at this address.
Not once... ever... have I been called by someone wanting me to buy life, disability, home, auto, or LTC. I live in a good zip code (95628) in a single-family home in a nice area. I have a good FICO. Not once has an agent ever called in all these years. Maybe it's my breath or BO?
I've received calls from NASE... that's it. I can honestly say that 20 years ago I would have bought more life insurance if I had been asked. I wish I had been... hell of a lot cheaper then, than now! I'm 61. That's close to dead!
Cold calling to residential is hard to do because of the DNC list. But I have a biz line in my home... and have had one for 25 years at this address.
Not once... ever... have I been called by someone wanting me to buy life, disability, home, auto, or LTC. I live in a good zip code (95628) in a single-family home in a nice area. I have a good FICO. Not once has an agent ever called in all these years. Maybe it's my breath or BO?
I've received calls from NASE... that's it. I can honestly say that 20 years ago I would have bought more life insurance if I had been asked. I wish I had been... hell of a lot cheaper then, than now! I'm 61. That's close to dead!
When you're 'cold calling' and selling p&c products and get the:
"No thanks, I'm not interested."
Or
"I'm not interested, I have insurance and I'm good where I'm at."
Just curious to hear the clever lines some of you use.
Thanks!
I agree with others who say "Why fight it?" but I also understand that you fight to get people on the phone in the FIRST place.
You need to remember that those kinds of responses are "knee-jerk" responses and they work because agents have accepted them and moved on.
You need to "interrupt" that pattern, but still show that you're listening.
You can say something like: "I understand you're not interested. Still, if I can [insert benefit statement here], would it be worth a few moments of your time?"
Or, you can say "Almost all of my clients have told me that they felt they were "all set" in the past. That is, until I was able to show them how I [insert benefit statement here]. I don't know if I can do the same thing for you, or even if you're in the market for a change, but would it be worth a few moments to see if we can find out?"
My two cents worth is to get a headset, and stand and talk. I do that. I also pretend they are in front of me, that way I don't wind up yelling on the phone.
Just talk to them the way you would like to be spoken to.
When I get a call and I don't want to talk to them, I very politely say "I appreciate your call, but I'm not interested" and then I immediately hang up. Maybe I shouldn't hang up so fast in case they have a good rebuttal!
Try throwing them an open question and see if they bite. For example, reply "That's great to hear. What are some of the things that you like best about your insurance coverage right now?"
My two cents worth is to get a headset, and stand and talk. I do that. I also pretend they are in front of me, that way I don't wind up yelling on the phone.
Just talk to them the way you would like to be spoken to.
YMMV
LOL i do that too, I walk around like Im some Wall Street Executive, and that Its a priveledge for me to take 30 seconds to see if they qualify for me to save them money, I mean cmon, who are they gonna walk up to that gives them 150-600 dollars to them every month? ****......
When you're 'cold calling' and selling p&c products and get the: "No thanks, I'm not interested." or "I'm not interested, I have insurance and I'm good where I'm at." Just curious to hear the clever lines some of you use.
An alternative idea...
Instead of cold calling, do some direct response marketing. Talk with people who want to talk with you.
Why look for a needle in a haystack?
The main reason people cold call is because they're broke and desperate. Not a good, nor effective combination.
------------------------------------ Don't steal - the government hates competition.
When you're 'cold calling' and selling p&c products and get the:
"No thanks, I'm not interested."
Or
"I'm not interested, I have insurance and I'm good where I'm at."
Just curious to hear the clever lines some of you use.
Thanks!
You could tell them that you're not satisfied with their answer and you'll call them back after you've had time to think about it.
That would put them in the position of seeking your approval.
When you're 'cold calling' and selling p&c products and get the:
"No thanks, I'm not interested."
Or
"I'm not interested, I have insurance and I'm good where I'm at."
Just curious to hear the clever lines some of you use.
Thanks!
This has worked for me:
Customer: "No thanks, I'm not interested."
Me: "That is exactly why I calling....(SHHH! whatever you do dont say another word)
Customer: What do you mean? (you will get this answer almost 70% of the time or they just hang up. This is the answer you want)
Me: Well all my customers felt the axact same way you do and I dont blame them, but they soon found out that I wasnt calling them to change coverage on their current policy but rather give you an opportunity to save more than 30% on your premiums. If you were able to do that, how would that make you feel?
You can do different variations of the last line. But the "that is exactly why I am calling" line is great because it throws them off almost everytime.
You should check out the books called "The Art of Closing the Sale" and The Psychology of Selling" by Brian Tracy.
These books I can read over and over again because they teach and show you how to exactly overcome these types of objections.
Instead of cold calling, do some direct response marketing. Talk with people who want to talk with you.
Why look for a needle in a haystack?
The main reason people cold call is because they're broke and desperate. Not a good, nor effective combination.
I find when salespeople say the above it is usually because they are either afraid to cold call, or are not good at it, or both.
I'm neither broke nor desperate and I cold call. It works well for me... and I enjoy doing it.
And when local sales people cold call me, if they sound like a prospect, I sell them. Good salespeople are the easiest to sell. And if I don't think they are a prospect for a sale I try to make them a bird-dog... perhaps meet with them for coffee, invite them to go with me to a chamber mixer, etc.
If you help others get what THEY want, you will (eventually) get what YOU want.
Yeah, I know it's "old school" and all you young guys are into LinkedIn, Twitter, and social networking... and if it works for you keep doing it. I call people. I go B2B to meet people, I take people to lunch or breakfast or coffee... I'm just an old fashioned F2F salesman... perhaps Willie Loman with a better attitude.
Instead of cold calling, do some direct response marketing. Talk with people who want to talk with you.
Why look for a needle in a haystack?
The main reason people cold call is because they're broke and desperate. Not a good, nor effective combination.
I agree on talking to people who want to talk with you. This makes every sales career a lot less stressful. Finding a needle in a haystack will cost 100's or 1000's of dollars for minimal return.
On the other hand, about the being broke and desparate thing. I don't think this is necessarily a fair thing to say about cold calling. I sell life insurance and successfully make a good income. Most if not 85% of my income generated from life insurance is made through cold calling and walking and talking. But, being broke and desparate is definitely not a good combo.
I cold call to targeted lists which everyone on the list is considered a pre-qualified prospect. This makes cold calling a heck of a lot less stressful. You can purchase lists from a company off the internet and start calling right away.
Originally Posted by Bob_The_Insurance_Guy
My two cents worth is to get a headset, and stand and talk. I do that. I also pretend they are in front of me, that way I don't wind up yelling on the phone.
Just talk to them the way you would like to be spoken to.
YMMV
This actually does improve your response rate when you do cold call. I even do this myself with a mirror in front of me. I keep a mirror in front of me so I keep smiling. They say, a person on the other line can feel a smile and sense someone with confidence. These two are a great combination for cold calling.
Originally Posted by bill3173
I thought cold calling for P&C was a lost art.
A few years ago, there were a lot more agents cold calling auto, but It' probably been at least 4 years since I received one those calls.
Makes it even more of a reason to give it a try. No one else is doing it, so people will be "interrupted". Develop a series of questions that raises desire for more information. Ask these questions so that every answer comes out as a yes from the prospect. A series of "yes" answers will ultimately result in a yes to you.
The true part of cold calling is breaking the wall instantly. It being the hardest part, I usually try to sound if I was wayyyy to nice. I mean no one can be way to nice, but I try to sound pleasant, conversational, generous, and to the point.
My cold calling strategy that works for me is this every week:
I make 850 Dials (just punching in the 10 digits)
I make 250 contacts out of these dials
I set 10-15 appointments
I close 5-7 sales.
Give this a try with all the other stuff and you should definitely see results.
What is Your Rebuttal?
They say, a person on the other line can feel a smile and sense someone with confidence. These two are a great combination for cold calling.
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