- 7,012
So you read the whole door to door survey thread, but you just get to the point at the door? Have you tried the survey idea out at all?
So you read the whole door to door survey thread, but you just get to the point at the door? Have you tried the survey idea out at all?
- Thread starter
- #32
G
Guest
Guest
no, I don't like the survey idea much, I figure they might as well know up front why I'm standing at their door....you just have to figure out what works best for you. try different things.
Idahotransplant
Expert
- 30
Very sound advise. Additionally the assumptive sales attitude is paramount to my opinion to be successful at FE.
- 1,930
Never door knock cold call but I think I will try it some nice warm day. I'm thinking I would just go to the door with a clip board and say who I am and that I'm looking for people 50 or older who haven't planned their funeral yet or don't know yet how it would be paid for then ask, have you ever done any funeral planning or put in place anything to help pay for one when the need arises? Something to the point like that to get the conversation going.
I would make a statement: Hello, I'm calling on folks in the area that are age 50 and older. [pause as to let them acknowledge that this is them] Statistics show that less than 50% of folks in this age range have planned for their funeral costs. Which category would you put yourself in Maam...? [Action question gets them involved here - use whatever number you feel comfortable with - higher % in lower income areas].
You will get one of three answers here; 1) I've taken care of that already, 2) Haven't taken care of it, or 3) None of your business. If they answer # 2 let them know that they may be able to solve that problem for as little as 75 cents per day; can I show you how that works Maam? If they stutter, then ask them if another day is better for us to take 20 mins to help her solve this very serious challenge to her and her family? [attempt to gain committment even at a later date]
If they him-n-haw and before I would leave, I would say... Let me ask you one more question before I go; [they think they are getting off the hook here]
Speaking softly, slowly. empathetically and leaning in toward the door like we are talking very confidential business, since we... "Who will handle your final expenses when you are gone?" [son, daughter, etc.] If something happened to you before we get back together, how much of a hardship/burden would that place on [Johnny, Suzie or that person in general if un-named] to pay for your funeral costs... because we didn't take 20 mins to look at THE solution TODAY?
You aren't there to sell soap, this is life and death important and most agents don't treat it as such, frankly. If you are afraid to get granny rattled up a bit, then look into Amway, I think they sell soap. Remember, you are their Alex Trabeck on the street for that day brother; think like Alex selling that Colonial Penn plan to granny today!
You will get one of three answers here; 1) I've taken care of that already, 2) Haven't taken care of it, or 3) None of your business. If they answer # 2 let them know that they may be able to solve that problem for as little as 75 cents per day; can I show you how that works Maam? If they stutter, then ask them if another day is better for us to take 20 mins to help her solve this very serious challenge to her and her family? [attempt to gain committment even at a later date]
If they him-n-haw and before I would leave, I would say... Let me ask you one more question before I go; [they think they are getting off the hook here]
Speaking softly, slowly. empathetically and leaning in toward the door like we are talking very confidential business, since we... "Who will handle your final expenses when you are gone?" [son, daughter, etc.] If something happened to you before we get back together, how much of a hardship/burden would that place on [Johnny, Suzie or that person in general if un-named] to pay for your funeral costs... because we didn't take 20 mins to look at THE solution TODAY?
You aren't there to sell soap, this is life and death important and most agents don't treat it as such, frankly. If you are afraid to get granny rattled up a bit, then look into Amway, I think they sell soap. Remember, you are their Alex Trabeck on the street for that day brother; think like Alex selling that Colonial Penn plan to granny today!
- 518
I like your work ethic. I think you have a solid game plan concerning prospecting and wish you well in your efforts.
- 1,930
Yep, good stuff. Gets right down to business. Much better then doing a survey or big introductions and about us kind of thing.
- 17,077
Yes, the key is getting out there and getting on those doorsteps.
My first sales manager told me that if you just yell at people when they open the door "Do you want to buy your death today?" you would eventually make a few sales.
So ANYTHING you do to improve on that script is just going to improve your chances.
But sitting around trying to make the perfect script and not getting out there to see the people is what kills most agents. They die on the launching pad.
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Oops! I thought we were talking about door knocking.
Same difference. Replace doorstep with phone and you have the same idea.
My first sales manager told me that if you just yell at people when they open the door "Do you want to buy your death today?" you would eventually make a few sales.
So ANYTHING you do to improve on that script is just going to improve your chances.
But sitting around trying to make the perfect script and not getting out there to see the people is what kills most agents. They die on the launching pad.
- - - - - - - - - - - - - - - - - -
Oops! I thought we were talking about door knocking.
Same difference. Replace doorstep with phone and you have the same idea.
Last edited:
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