Hot Bottons on Business Insurance Appointmen Setting Cold Calls

[coldcaller2015]

I just started cold calling to set business insurance appointments for agents. From experience what are the 3 "hot buttons" that the average business person responds to? is it price, reliability, industry standards? i want to incorporate that into my current script.

 

[thecommercialguy]

@coldcaller2015 - Good job on the hustle. I religiously cold-called for 5 years at a major P&C brokerage. I'm not going to list 3 points as you requested. Forgive me. It's because I believe there is a better question you should be asking. That is; "how can I lower the resistance people have against cold-callers?"

You've been cold called on. You hated it and hung up (other than the time you had little bit of respect since you yourself knew the sweat that went into the call). We hate it because time is precious and the cold-call is an intrusion on time. That's why we all text in our daily lives right?

The goal of the call implied in your question is this; "to get them to talk about insurance." Once we understand the issue about time, I changed the goal of the first call to be, "to help them understand why I'm calling and that I respect their time."

It might go like this;

1. Hi Joe, my name is Hayato and I'm a business insurance specialist working at Susan Ins. Agency.

2. To be honest this is a cold call. We're expanding our business and I've been assigned to contact you, but instead of just showing up unannounced, I wanted to just leave you a voicemail.

3. No one likes the cold call and I know it's intruding on your schedule, so would you mind if I gave you a call back in a week or so? I can just leave a voicemail if you're busy OK?

4. Hang up.

They got your name, who you work for, what product category you're associated with, and that you're a respectable person.

Let me know if you want to talk in more detail.

Hayato
closingcommercial.com