Follow-up Calls Not Returned

[TXINSURANCE]

Swingers rocks!

One call close or stop working the phones people!

One call close is NOT possible 100% of the time, however one must attempt 100% of the time.

Add that to your rock star blog Rob!

 

[BiggitySwat]

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????

I've let this bother me at the absolute beginning of my career, but thanks to this board, increased training, and experience, I will put them on my digital "drip list" and periodically send them articles and newsletters. I will also call them time to time to casually build rapport and inquire about their lives, hobbies, sports, etc. After rapport, I'll casually ask them if anything has changed, and if we can do business. If not, I just thank them and repeat this process every other month.

Another one of my favorites is to just show up. Literally - just showing up. Now, this takes balls, and I don't do it all the time, but I have had clients with assets and interest that just blow me off and pull the same BS you're describing. I simply just pick a time I know they're home, bring a cake/pie, and knock on their door. I will explain that I was in the area anyways, and was worried that they may have been in trouble because they never returned my calls.

So far, knock on wood, this approach has worked 100% of the time. The prospects will usually let me in the house at that point and purchase a small security or complete their life insurance application. Then, we'll eat the cake together, and I'll thank them for their time.

I think this approach works best if you honestly are concerned about their well being, and want to know if they are truly still interested or not. If they cut you off at the door, then you really know to stop bothering them and cross them off the list for now.

 

[Frank Stastny]

...I think this approach works best if you honestly are concerned about their well being...

Almost any approach an agent uses will work much better if the agent can convey genuine concern for the prospect and can convince them that they are there to help them as opposed to simply sell them something.

You sound like you have a very smooth, genuine and caring approach. Bringing a cake or pie to the door is brilliant.

I have always found that the conversational, soft sell approach works so much better than the "I'm not leaving until I get a signed app and a check" approach.

 

[yabadabadoo1026]

Biggity, you have a lot more fortitude and "stick-to-itovness" than me taking cakes to those you've had face to faces with who dont give you the curtesy of a return call after many attempts---------a testatment to your success

But its hard to not take it personal when those you have actually sold to wont return repeated curtesey calls--lol

And I'm really getting chaffed now that a frequently mentioned and seemingly respected recruiting outfit hasnt returned repeated calls from a potential recruit-------either them directly or a front man on this site---------just imagine what you're going to get after you sign the contract if you get ignored just trying to get to that point

this newby is discovering the frustrations of just trying to just set up to get into a selling mode and then having to guard your backside as some want to put it to the blind and stupid new guy--lol

unreturned calls is just a pet peave of mine---------or course I dont expect them with prospects only and consider it a bonus if i do get one

 

[theinsuranceman]

Biggity, you have a lot more fortitude and "stick-to-itovness" than me taking cakes to those you've had face to faces with who dont give you the curtesy of a return call after many attempts---------a testatment to your success

But its hard to not take it personal when those you have actually sold to wont return repeated curtesey calls--lol

And I'm really getting chaffed now that a frequently mentioned and seemingly respected recruiting outfit hasnt returned repeated calls from a potential recruit-------either them directly or a front man on this site---------just imagine what you're going to get after you sign the contract if you get ignored just trying to get to that point

this newby is discovering the frustrations of just trying to just set up to get into a selling mode and then having to guard your backside as some want to put it to the blind and stupid new guy--lol

unreturned calls is just a pet peave of mine---------or course I dont expect them with prospects only and consider it a bonus if i do get one

You must be talking about the famous Travis?

 

[yabadabadoo1026]

theinsuranceman, you just rerouted my beer thru my nose

 

[djs]

theinsuranceman, you just rerouted my beer thru my nose

What a waste :(

 

[theinsuranceman]

You must be talking about the famous Travis?

He's never returned my phone calls (3) or email. Shows the support you would receive?

 

[maleman2045]

I don't do this enough myself, but you have to deal with "I want to think about it" when it is first uttered since it is indeed a blowoff.

I know the inclination is to say "Of course. This is a big decision and you should spend some time thinking about it."

But if you have set this up right, you should be able to say "Ok, but what exactly is there to think about? Because apparently I didn't explain something right. Or maybe you have some misgiving that we need to look at further." Or, "While you are thinking about it, why don't we start a free health survey in motion in case there is some problem we don't know about that would make my suggestion impossible."

I don't know, the responses are endless -just whatever fits your personality and the situation.

The bottom line is that if we all agree that "I want to think about" is the big kiss off, then nothing much is lost pressing the issue while there is a chance of resurrecting things rather than waiting for the phone call that is never returned.

I completely agree with charpress. Moreover, I always start my meeting with an agenda, so the client has an idea of what to expect and an estimate of the time they will invest. In my agenda, I attempt a close by stating that one of the reasons why I am here is to provide them with all of the information they need and clarify any points I've made to assist them with the purchase of "x". Does this sound fair ?
I received one push back with the "were not ready to buy now" response and I suggested for us to reschedule when they were ready to buy, as if too much time passed, they would most likely need another visit to explain the product features/benefits. Seems harsh and I know the open ended question tactic can be dangerous, but I want to make it very clear that there time is just as valuable as mine.

For Med Supps, I provide pricing of my competitors from the state published list. Why? Because I want to eliminate any price shoppers from the get and remove that as an option to "let me research / think about it". Not sure how it will pan out for other lines, but I am going to find out really fast.


My two cents.

Another great post.
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