Follow-up Calls Not Returned

[Guest]

This is why it's crucial to "one call close"

I've trained and /or spoke in front of 100's and 100's of agents and when asked most lose 80% to 100% of those they let "think it over"

Closing is your job, first and foremost, but before that you must provide a solution and build value.

What is it they need to think over? Your offer? It's not your offer, it's the companies offer.

 

[jerry176]

If someone is not calling me back, or not returning my follow up messages means one thing to me " not enough in my activity pipeline" If I am chasing after someone I met with a month ago or so, it is just about time to move on to someone who has more interest to buy.

As my old boss use to say " they are buying from somebody".
It all begins with the perfect first call.
Of course that means something different everyone.

 

[Guest]

If you go on a date and call the chick to tell her you had a great time and she doesn't call back, do you chase her? Only if you're a desperate loser, people say a lot by not saying anything!

And they will call you back if they're interested, won't they?

 

[jamesflou]

That's why you have to go in with a one call close mentality. This is for our sake and theirs. It never hurts a client to buy a policy but it certainly could hurt them not to. As agents we need our motivations not to be rocked by the I need to think it over type of clients. If we keep calling them we are perceived as desperate. Solve the reason not to buy on that visit because you are to busy to make it back in the near future.

 

[Crabcake Johnny]

All you guys chasing down prospects are this guy after a girl gave you a number after a bad first date:

You calling, hit the machine:

5:30: "Hey there, had a great time last night, call me back.

6:18: "Me again, just calling to see if you're in. Hit me back

7:35: "Hey, I actually stepped out of a few. Just calling to make sure I didn't miss your call."

9:10: "Umm, I really thought we had a good time last night. I mean, I did. Ok, ummm, I'll be here. Call me."

9:55: "Ok, listen, if you don't want to see me at least have the decency to call...."


So...are you that nutbag? Then stop calling prospects back.

 

[warnerins]

If you do your job up front, the close is the easiest part of the sales cycle. The trick is (and it is not really a trick) to have so much activity going on that it doesn't matter.

You've done your fact finder, you've done your homework, you've done a great job and you've solved their problem. The rest is just paperwork.

My CSR handles most of my closes (paperwork) I'm to busy solving the next clients problem.

 

[Guest]

Actually every client matters.

Qualify (don't try to disqualify), provide service and value and close the deal!

And really close, with enthusiasm, you can't lose a sale you were going to let go anyway, can you?

If you do your job up front, the close is the easiest part of the sales cycle. The trick is (and it is not really a trick) to have so much activity going on that it doesn't matter.

You've done your fact finder, you've done your homework, you've done a great job and you've solved their problem. The rest is just paperwork.

My CSR handles most of my closes (paperwork) I'm to busy solving the next clients problem.

 

[FL P&C Broker]

Tim does P&C so I can see where he is coming from. There is simply not enough time to chase down people for the Auto or HO insurance. My simple solution would be to not leave messages, just keep calling. Leaving messages has never worked for me, but I could see how life or health would be a little different.

 

[Guest]

Did you ever think about going back face to face instead of calling?

Of course I don't expect call backs from those prospecting unless they may have an interest and I know leaving a message is generally after having first make several attemts to speak verbally

But its sure chafes me when those I had sat with face to face but had to "think about it" won't return repeated calls to follow-up. Obviously they arent interested but just feel it so rude and inconsiderate of them after spending time with them. I hate to let those " ignore him till he goes away" types win by my going away without a definitive "not interested"

Know its a waste of time continually calling them when they obviously have no interest but I'm inclined to make a pest of myself with progressingly more unfriendly messages when they do this-----I'm not interested in maintaining goodwill after repeated no returned calls from these rude people. You think leaving a message saying your just going to stop by since getting no call backs might get a response finally.

How do others deal with such rudeness---just walk away and waste no more time or just move-on or what????

 

[bobson]

All you guys chasing down prospects are this guy after a girl gave you a number after a bad first date:

You calling, hit the machine:

5:30: "Hey there, had a great time last night, call me back.

6:18: "Me again, just calling to see if you're in. Hit me back

7:35: "Hey, I actually stepped out of a few. Just calling to make sure I didn't miss your call."

9:10: "Umm, I really thought we had a good time last night. I mean, I did. Ok, ummm, I'll be here. Call me."

9:55: "Ok, listen, if you don't want to see me at least have the decency to call...."


So...are you that nutbag? Then stop calling prospects back.

That reminds me of the great scene from Swingers!