Difficulty in Contacting People to Set Appointments

[John365]

I've been selling FE for about 2 months and find the biggest negative issue I have is contacting people and setting appointments. I'm buying leads and find that my biggest problem is either getting people to answer the phone or the door when I go door knocking the leads. I'm sure I'm not the only person having this problem but I just can't seem to solve it. When I do get an appointment, my closing ratio is about 35%. I feel I can sell the product....I just can't get people to answer the phone or the door. Any ideas or suggestions would be greatly appreciated.

 

[Rearden]

John -- what are you wearing to the door?

Does your ZIP code match the area you're working?

 

[RonSmith1984]

Also, does your number come up as "private" "Unavailable" or the name of a business on peoples caller ID? if its either of those I wouldnt answer myself...

 

[funeraldirector]

I've been selling FE for about 2 months and find the biggest negative issue I have is contacting people and setting appointments. I'm buying leads and find that my biggest problem is either getting people to answer the phone or the door when I go door knocking the leads. I'm sure I'm not the only person having this problem but I just can't seem to solve it. When I do get an appointment, my closing ratio is about 35%. I feel I can sell the product....I just can't get people to answer the phone or the door. Any ideas or suggestions would be greatly appreciated.

1. I never phone leads. It should be a felony to phone those expensive leads.
2. I never make appts. Why should I put some dip in control of my schedule? Hit the door, get in and write the thing. Or not. It's a one-act play...This is hard scrabble selling...
3. As to the 35%, your presentation is not compelling, enjoyable or simply doesn't transfer confidence. You may not be asking for the business...An old boss of mine once said, "If you want a three hundred dollar commission, why are you giving a ten-cent presentation?" I gave that a lot of thought...
4. As to people not being home, everyone is home sometime. That's why it's called home. Vary your contact hours...Good selling.

 

[Rearden]

Good advice.

Of course, you can learn to set well-qualified appointments over time.

Try out FD's method first and foremost and work from there.

...And get a manager or upline to listen in on your conversations and do a ride-along with you. IT MAKES ALL THE DIFFERENCE, as there's only so much a couple of internet agents can help you with without seeing the deal in person.

1. I never phone leads. It should be a felony to phone those expensive leads.
2. I never make appts. Why should I put some dip in control of my schedule? Hit the door, get in and write the thing. Or not. It's a one-act play...This is hard scrabble selling...
3. As to the 35%, your presentation is not compelling, enjoyable or simply doesn't transfer confidence. You may not be asking for the business...An old boss of mine once said, "If you want a three hundred dollar commission, why are you giving a ten-cent presentation?" I gave that a lot of thought...
4. As to people not being home, everyone is home sometime. That's why it's called home. Vary your contact hours...Good selling.

 

[0b1kanobee]

John -- what are you wearing to the door?

I just have to ask, what should he be wearing to the door?

 

[Rearden]

For one, I wouldn't wear black pants and a white shirt with or without a tie.

Looks like a Jehovah's Witness or Mormon proselytizing.

I say that from experience. I've knocked on several doors wearing the above and always seemed to have a harder time getting doors answered. Could be my imagination though.

 

[funeraldirector]

For one, I wouldn't wear black pants and a white shirt with or without a tie.

Looks like a Jehovah's Witness or Mormon proselytizing.

I say that from experience. I've knocked on several doors wearing the above and always seemed to have a harder time getting doors answered. Could be my imagination though.

I usually wear light blue dress shirt no tie, name tag, grey slacks. It's a 'uniform' I've put together over the years. I think it's effective. I top it off with a burgundy baseball cap, often Oklahoma University (!). I think most people think I'm a postal carrier, fedex or meter reader. When they open the door, they get Friendly Funeral Director! Oh no!

 

[lsalmans]

always knock the door, and knock it loud, dont worry about being rude. dont rely on the door bell (3/4 of them dont work). ask a neighbor about their schedule. a lot of times they will say, "they should be home" or " their in and out all day" or they will give you the time of day they are usually home.

* you have to go knocking on a Saturday every now and then in this business*

Only try calling as a last resort. But, When you do call, do a back to back call, if they miss the second leave a voice mail and say " Ms. Jones, This is John, I have a question that only you can answer, call me back at 202-402-1234 as soon as you can"

 

[Stephen]

When I used to door knock leads, I would try them 3 to 4 times a day until I caught them. After day 1, I would start leaving a business card every time that I went by.