Can I Get Some FeedBack on My Cold Call Script

[jesterdesign7]

I was hoping some of you cold calling veterans out there can give me some advice or constructive criticism about my script:



Me: Hi, (secretary name), My name is Bob from Bobs insurance agency. I need to talk to (owners name) about his insurance policy renewal.
Secretary: He is busy right now:
(Option 1.1)
Me: I understand, but I noticed the business insurance policy is about to expire for (current ins company).
(Option 1.2)
Me: I understand, but I noticed the business insurance policy is about to renew for (current ins company). Do you think he would be interested in getting a quote for comparison to make sure he is getting the best deal?
Secretary: …....
Me: I would only need about 5 minutes of his time to answer 15 questions. I value his time and I promise it will not take long. If you can transfer me to him I would greatly appreciate it.
(at this point if it is still a no I move on)
Got the owner on the phone, YES!
--------------------------------------------------------------------------------------------------------
Owner: Yes hello
Me: Hi, (owners name), My name is Bob from Bobs insurance agency. Like I was saying to (secretary name) I noticed your business insurance policy is about to renew for (current ins company). I would like to give you a quote for comparison, to make sure you is getting the best deal available. It will just take a moment.
(Option 2.1)
Owner: Well I don't have time right now....(or something to that extent)
Me: I understand, I only need about 5 minutes of your time to answer 15 questions. 5 minutes to find out how good of a deal your getting is fair, no?
Owner: I don't have 5 min....(or something to that extent)
Me: Ok, is there a time I can call back today when you will not be so busy?
(Option 2.2)
Owner: I am not interested....(or something to that extent)
Me: I am just trying to show you all your options so you can make an informed decision, you don't want to overpay for your insurance right?


So what do you think am I on the right track?

 

[Full Throttle]

Re: Can I Get Some Feed Back on My Cold Call Script

You are over thinking this, less is more. Do not pitch the secretary. Simply say, "Hi, Is Bob available?". If asked what the call is in reference to, tell her and ask again to speak with him. If you don't get through, move on.

If you get Bob, keep it simple. "I'm calling you as a complete cold call, would it be okay if I give you my 30 second commercial? I'm in the insurance business and I have spoken with a number of owners lately who are frustrated with their insurance premiums and are looking for ways to control costs in a tight economy. I wanted to call and find out if it is a concern of yours?"

No-move on
Yes- ask questions and build a reason to get together? Carrier? How long? Ect.

 

[Guest]

Re: Can I Get Some Feed Back on My Cold Call Script

It is too wordy. You have to create urgency and do it with as few words as possible.

For instance....
"Hi Ms Secretary, I am calling about Mr Jones' business insurance policy. It is about to expire and there are a few important things I need to discuss with him about it."

That gives her no reason to retort. It doesn't sound like a sales call to her, so it isn't going to raise her red flag.

Then just work on the script with the owner. Keep it short and urgent. Do less asking and more telling.

"Mr. Jones, I am calling about your business policy that is about to expire. I need to get some information to see if we can get you a better rate on that. Let me just ask you a few questions and get this taken care of."

 

[NCAgent]

Re: Can I Get Some Feed Back on My Cold Call Script

It is too wordy. You have to create urgency and do it with as few words as possible.

For instance....
"Hi Ms Secretary, I am calling about Mr Jones' business insurance policy. It is about to expire and there are a few important things I need to discuss with him about it."

That gives her no reason to retort. It doesn't sound like a sales call to her, so it isn't going to raise her red flag.

Then just work on the script with the owner. Keep it short and urgent. Do less asking and more telling.

"Mr. Jones, I am calling about your business policy that is about to expire. I need to get some information to see if we can get you a better rate on that. Let me just ask you a few questions and get this taken care of."

I like the part for the secretary but be careful with how you talk to the owner as well. You don't want to sound like you're being dishonest as well, and it sounds like in this approach the owner can confuse you with his current agency. Granted that people think a lot of things and this is probably abbreviated and it doesn't sound like that when you deliver your presentation, but it's still worth mentioning. There is no worse way to start a working relationship than a lie.

Definitely agree though that you aren't trying to sell the secretary. The reason being is that now SHE is the one who is going to be selling, if anything. You try to sell her then she is going to pass it on to the owner, and now you have a secretary doing your job, which is BAD.

You're a professional, sound like it on the phone. Make them believe you are already a part of the team and they are going to listen.

 

[rousemark]

Re: Can I Get Some Feed Back on My Cold Call Script

Definitely drop the, "15 questions".. There is no need to specify how many questions plus that sounds like you are going to be getting very "nosy" when I really have no idea who you are. It also makes it sound as if you greatly underestimating the amount of time it will take.

 

[Cory]

Re: Can I Get Some Feed Back on My Cold Call Script

Agree 100% on advice on the secretary. Regarding the owner, don't get in trouble with the owner by presenting yourself under false pretenses. I think your owner script is pushing too hard and once you cross that like you'll be remembered as the "pushy" agent. Try to get off the phone with an email and/or time you can call back. Perhaps try leading with a couple of these points if applicable:

-If you haven't shopped your policy in a few years we can more than likely save you money.
-We represent many carriers...
-Reviewing your policy based on your current needs will show areas for savings...

Just a few thoughts...

 

[pcbinsurance]

Re: Can I Get Some Feed Back on My Cold Call Script

"Agree 100% on advice on the secretary. Regarding the owner, don't get in trouble with the owner by presenting yourself under false pretenses"
**************************************
I agree totally. I'm surprised M & M hasn't weighed in since I know he's totally against misleading sales calls in this fashion.
I'm also wondering how you "know" that his business policy is "about to expire". If this isn't true, you can have some major egg on your face and if you're in a smaller town, word does get around.

 

[NCAgent]

Re: Can I Get Some Feed Back on My Cold Call Script

x-date lists help with that, if up-to-date. Cross-referencing with the dd/mm of the business being established can help a bit as well. But I agree, you don't want to sound that over confident about it.

1/1 is a good time to do it, especially for WC. Might not be a bad time to do it since a 1/1 date makes auditing easier anyway, so people that aren't 1/1 you can try to move to that date.

 

[jesterdesign7]

Re: Can I Get Some Feed Back on My Cold Call Script

Thax for the feed back guys

So what I got out of it is: shorter, sound professional, don't lie to owner.

I reworded the script and cut a lot of stuff out.
Basicly shorter and more to the point.

"I'm also wondering how you "know" that his business policy is "about to expire"

These business are all in the construction industry and the labor and industries website lists their bond and insurance information for each company (at least each legal company)


(special thx to dubya I really like this line")

Me: Hi Ms Secretary, I am calling about Mr Jones' business insurance policy. It is about to expire and there are a few important things I need to discuss with him about it.

Secretary: anything except a flat we are not interested.

ME: I understand, but this is important. When will he/she be available to take a call?

Secretary: gives me a time or the owner

(To owner)
_______________________________________________
Hi Mr Jones,
My name is ___ and I work for ___ insurance agency. I was researching companies that qualify for ABC insurance company's new insurance package and your company (company name) seems to qualify. I also saw that your business insurance policy is up for renewal.
You sounded like the perfect lead so here we are.
.....
What I would like is to give you a comparison quote to make sure you are getting the most out of your insurance policy for this year. I would only take a minute of your time.


Owner: I'm not interested:

Me: Well, ok but your missing an opportunity. Thanks for your time though. Would you like my number if you change your mind. (does this line sound snobbish?)


What do you think now?

 

[Cory]

Re: Can I Get Some Feed Back on My Cold Call Script

Sounds better but do you have some stats on rate increases for yourself and competitors that you can throw in there instead of new insurance packages and owner qualifying. Money talks. My ears would perk up if you told me we haven't had a rate increase in X months compared to most others who have had a 8% increase. Or show your increase is smaller. Most likely they're going to presume they will get good service anywhere they go...think savings is a bigger issue. My two cents...