Adding Cold Door Knocking to My DM Lead Doorknocking!

[TDFnCali]

I'm making some adjustments to my biz, 1 is to make sure I doorknock on 2-3 doors for any appt no show or any DM lead doorknock that's not home...I also want to start asking all clients that get a policy for at least 1 neighbor's name to introduce myself when I leave.

I could use a short effective script I could use at the door of the ppl who didnt send in a mailer lead...what do u say? And how effective is it compared to mailers? I mean if cold doorknocking turns out to be where its only netting me 1 more appt for 100 doorknocks, Im not sure thats worth the time.

Any advice on this would be helpful, thats in advance!!

 

[serene]

Im not sure it will helps u or not. I work in Thailand and over here we use the phone call to make appointment and once I have a chance
to meet prospect before I leave always ask for another one from the prospect. Good luck.

 

[rousemark]

Im not sure it will helps u or not. I work in Thailand and over here we use the phone call to make appointment and once I have a chance
to meet prospect before I leave always ask for another one from the prospect. Good luck.

I take it you do not have to deal with a Do Not Call List and regulations.
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I'm making some adjustments to my biz, 1 is to make sure I doorknock on 2-3 doors for any appt no show or any DM lead doorknock that's not home...I also want to start asking all clients that get a policy for at least 1 neighbor's name to introduce myself when I leave.

I could use a short effective script I could use at the door of the ppl who didnt send in a mailer lead...what do u say? And how effective is it compared to mailers? I mean if cold doorknocking turns out to be where its only netting me 1 more appt for 100 doorknocks, Im not sure thats worth the time.

Any advice on this would be helpful, thats in advance!!

A script along the line of:

Hi! My name is ........... I work with folks in the area helping them assure that their burial and final expenses are taken care of as painlessly as possible. I am sure you have heard of the high cost of living but have you considered the high cost of dying/? I know our deaths is not something we like to think about but we do need to prepare for that event. Have you made arrangements to protect your family from being burdened with those expenses? (if yes, congratulate them on their foresight.. If they say they have insurance ask, "are you sure it is up to date and that you have the best rate possible? Insurance is like everything else, it changes over the years and it is important we keep it up to date") ..If you could give me a few minutes, I can share with you the very best program for you to make sure your wishes are met and you will not be a burden to your family. May I step in?.. (if no).. If now is not a good time, how about ..... or ...?"

Don't worry if they get you off your script.. The point is not to deliver you full script but to get a conversation started that will result in a sit down appointment.. Remember you' re trying to "sell" the appointment at the door not the insurance product. You will receive the same objections to the appointment that you have been receiving when you are trying to close the insurance sale. You answer those objections in the same way you have been doing.

 

[txinsurance1]

Nice script Rousemark

 

[Jerard]

My 2 cents worth....

There are many things I am not an expert on, figuring out women being one of them. However, I'm 56 years old and during my lifetime I have in excess of 10 years in business to business to business sales of tangible products. I sold framed pictures door to door (believe it or not). One thing I've learned is that the best script is NO script. Granted I have not yet used my methods to sell insurance but I believe my methods will work for any product. No matter what you sell it's a numbers game. With insurance you have the advantage of meeting people that chances are have previously thought about needing it. In 10 years of selling pictures door to door I have never met anyone that told me..."Hey...I was just thinking I needed one of these." They buy because you happen to be there right now. Most people have only 3 tasks in their life: they spend time at work.....they spend time at home.....they sleep. Rinse and repeat.

Of course I have a "script" but I have learned to make it not sound like one. If I see a sign that says.."We shoot every 3rd salesman, the 2nd one just left"...I'll stand there until someone asks... "Can I help you?"...I'll say...."Not yet...I'm waiting for the next salesman to come and go." (then point to their sign). This (most of the time) will make the person laugh. Make the prospect laugh and they will like you. If they like you they will buy from you. If you use a long speech all they are thinking about is wishing you would shut up long enough to tell you 'no thanks'. For everyone you talk to....talk to them like you've known them for years. This will cause them to take their guard down and create a conversation instead of a salesman/prospect confrontation.

I have been known to walk into a place and ask the person up front: "Hey....you don't have any guns or sharp knives up here, do you?" "No, why?" "Because I sell these things" (show a sample then I start with my "pitch").

Of course you have to change up your pitch for different types of people. If I walk into a tire store and start talking to the manager or a mechanic (but not while his nose is up a transmission) I may say..."Yea..I know you weren't thinking about life insurance just now.......but next time you do will you call me?" (then try to set an appointment) OR "I bet you a dollar I can tell you one thing you were NOT thinking about just now" "OK....what?" (hand them a card....then ask about their coverage. Use this one when there are several other people in the office that can hear you talking. Don't be afraid to spend a buck to pitch a half a dozen people at the same time should the guy lie and say...."yea, I was just thinking about insurance"). Have a single dollar ready and act like it's your last one and it's killing you to part with it. I can't tell you how much fun I have when I run across a Yankee fan (I'm a BoSox fan) and I mention the 2004 ALCS. Of course sometimes it's more fun to pi$$ off a Yankees fan then to make a sale, but that's just me.

If walk into 50 - 75 businesses a day then 100 or more people will at least know what I do. Very few businesses have only 1 person inside when you walk in. I also never know exactly what I'm going to say until I get inside. If I see a drop dead gorgeous woman and she asks..."Can I help you".... "Ummm.....I forgot (pause and act speachless) ....Oh yea....." (of course I can never use that one myself since I'm dog ass ugly).

To sum it all up don't be afraid have fun out there, even if your style is phone sales. The worse that can happen is they'll want to call your boss.....and that's YOU.

I think I spent more than 2 cents. Refunds can be sent to:
Podunk Bank and Trust
Barfville, TN

(cash only)

DISCLAIMER: None of this will work if you walk into another insurance office. On the bright side, they'll probably offer you a job.

Confidential to Combined Insurance recruiters: "FGI"

Confidential to central Florida agents: Stay out of my stores....they're mine...MINE......ALL MINE, I TELL YOU!!! (evil laugh...)

 

[coloradoseniormarket]

This was worth much more than 2 cents. Humor works.

 

[Jerard]

This was worth much more than 2 cents. Humor works.

In reflection on my post, I must admit that loosing a sale by pi$$ing of a Yankees fan back then only cost me 20 bucks. Now I'd be looking at posibly several hundred sooooo.....probably would just cringe and continue. In the course of the day you'll always fine one person that is a real AH just because you had the nerve to walk in selling something. I make it a point to try and make the situation better for the next guy coming in behind me:

"FU, buddy"

 

[rousemark]

My 2 cents worth....

Of course I have a "script" but I have learned to make it not sound like one.

That is the key to any good script.. It must be practiced until it flows in a normal conversational tone. And, it must be adaptable enough to change to meet the situation that presents itself.

 

[Jerard]

That is the key to any good script.. It must be practiced until it flows in a normal conversational tone. And, it must be adaptable enough to change to meet the situation that presents itself.

Very true. The thing (I think) about scripts is they are only good until you reach the point that the person is listening to your words rather than your voice. Like chess openings (I prefer Ruy Lopez) are only good until your opponent is no longer predictable. If I was doing phone calls I would make it simple, such as: "Hi, I'm Glen Campbell...."

Umm...no, not that one.

How about this..... "Hi, is Mr. _________ around?"

"That's me"

"Ahhh, good....Mr. ______ I just took over this area for ABC Insurance company (use YOUR company name) and my boss asked me to see how long it's been since your last review" (don't speak until he does, well, within reason).

"Ummm.....not really sure..." (If they really do know, "six months", for example, then improvise)

"That long, huh?.....wow, OK.... I've had to catch alot of people up in a hurry.... Hmmm......ok, (act like you're looking at your appointment book) for you I have...ummm... most of Tuesday afternoon and....... Thursday aaaaattt 10am free (short pause-you are creating urgency here), well, so far.....(laugh), which one is best for you?."

Main thing....talk normal, not practiced. If you use the exact words more than twice in a row then it will sound canned. You have to create a sense of urgency and at the same time come across like you only care a little what they do (just doing what your boss told you to do...) Of course if you're calling them in response to a mailout they sent back then maybe change it up some.

 

[Rearden]

Remember. It's all a numbers game anyway.

Some will. Some won't. So what? Next!