Is Simpler Better?

[briko3]

Is a simple script like:



Bob, this is Joe Smith. How are you doing this morning?

You don't know me personally but I'm a financial planner over in anytown.
I don't want to take up too much of your time this morning, but I did want to see if you had a few minutes to spare later this week so I could come over and meet you personally.

really better? I've tried a million things, but am wondering if something like this would work. It should would be easier and to the point.

Thanks for the opinions.

 

[David C]

I like it. I don't care for a lot of the sales script crap I see. It's all about meeting someone in a non threatening way and building a relationship with them.

Business owners hear every sales pitch out there and they have a resistance to about 98% of it. I'd appreciate a straight forward approach.

 

[STIBROKER]

Yea...thats great.....CLICK......you should see what happens when you show up at my door with the mags or the knob polishing liquid....but to prove my point take it out for a ride and let us know....call some people and lay it down and see what happens....

 

[Full Throttle]

I've been using something very similar, it works. I want 5 minutes where I get their honest attention, 1 of 3 things happens:

1. Set a meeting to talk more indepth.
2. We agree to connect later. They know who I am now and will get dripped on for the next six months. It will be warmer when I call back.
3. It goes no where.

Any of those three are fine if you are meeting enough new people each day. Takes the pressure off the prospect and salesman.

 

[souldeux]

What, precisely, are you going to do for them? If you called me and said "I'm a financial planner, and I want to come see you" I'd immediately think "he wants me to buy something - it's all about what's in it for him."

I'm a life guy. This is what I use when I feel like doing a little dialing:

Hi, may I speak with Joe Smith?

Hey Mr. Smith, my name is Nick Perry. I was just calling to see how I can help you [pick a hot button]. Do you have a solid plan in place for [hot button]?

No: Don't worry - most people don't. That's what I'm here for. I'd like to take some time and talk with you about how I can help you with [hot button]. Now, I know I've called you sort of out of the blue here, and you haven't had a chance to make time in your schedule for me today. I've got openings whenever and whenever. Which of those openings mesh up with your schedule?

Yes: Mr. Smith, it's so refreshing to hear that! It seems like hardly anyone I talk to these days can honestly answer "Yes" to that question. Have you ever heard that saying that "The best laid plans of mice and men often go awry?" My job is to make sure that your plan always stays on course. I'd really value the opportunity to talk with you about the plan you've got and help you plan a way to keep that plan on track for the rest of your life. I've got openings...




Re-read your posted script, and then read the sample one I suggested. The big difference between the two is one simple thing: the number of times the phrase "help you" is used. Phrase your calls in such a way that the person on the other end of the line gets the sense that you're in it to help them, and you'll get a lot farther.

As for what goes in "hot button," that depends on who you're calling. If it's business owners, perhaps it's a business continuity plan. Maybe it's covering funeral expenses. Perhaps it's just simple wealth transfer. Could be any number of things - tailor your message.

I do like the fact that you're selling the appointment, not the product - veteran move on your part. Include a little more language that turns it into a conversation about them and not about you, and I think it's great.

 

[briko3]

I was putting the "help you" in my scripts and I heard from a lot of people that it sent up the red flag for a typical sales call. I guess it can vary in different parts of the country. I guess I'm just looking for something quick, simple and nonthreatening.

 

[HarryRenard]

Hi, may I speak with Joe Smith?

Hey Mr. Smith, my name is Nick Perry. I was just calling to see how I can help you [pick a hot button]. Do you have a solid plan in place for [hot button]?

Response to "how can I help you" would be- "By not calling me anymore" CLICK... and that is what 99 out of 100 people would say.

To think that if you keep repeating "how can I help you" would break down someones guard is a little crazy and not giving them enough credit they still know you want to sell them something.
I am not saying you dont want to help them but thats not how they see it when they are eating lunch and the phone rings with "I'm an agent and I want to see how I can help you".

I think the key to any cold calling script is not using a script and somehow get the person to TALK to you.
You want to say something or ask something that will get most people to engage- THEN you are off
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I was putting the "help you" in my scripts and I heard from a lot of people that it sent up the red flag for a typical sales call. I guess it can vary in different parts of the country. I guess I'm just looking for something quick, simple and nonthreatening.

Briko3
What are you calling for? What is your main product?

 

[theinsuranceman]

LOL! All business owners KNOW that when they get a cold call out of the blue as described in the above posts that the call is about one thing only:MR. BUSINESS OWNER, I WANT TO SELL YOU SOMETHING.

Cold calling is so outdated and inefficient for calling both business owners and residential consumers. Work SMARTER not harder by spending some $$ to generate leads. You'll make more sales per unit of time worked (as well as spend the $$$ to generate the leads), but at the end of the month when the dust settles you'll make more PROFIT per unit of time worked EVEN THOUGH YOU SPENT $$$ TO GENERATE LEADS.
Cold calling a business is even worse than a Kirby Vacuum cleaner salesman cold calling on residential areas. When cold calling (especially business owners) you come across as weak. Really successful people do NOT cold call, even though you may get lucky every once in a while.

 

[Full Throttle]

Cold calling a business is even worse than a Kirby Vacuum cleaner salesman cold calling on residential areas. When cold calling (especially business owners) you come across as weak. Really successful people do NOT cold call, even though you may get lucky every once in a while.

There are absolutely more efficient ways, but it certainly works. The Kirby vacuum comparision is your own mental head trash.

Yea...thats great.....CLICK......you should see what happens when you show up at my door with the mags or the knob polishing liquid....but to prove my point take it out for a ride and let us know....call some people and lay it down and see what happens....

I've tried it out and I'm doing it currently. It's working. If your goal is to sell health insurance, this approach would be a waste of time, so few people qualify. If you are coming in with a general approach, this is the best way I've found to do it off of a cold call. It's how you come across and simply asking for an introduction, it's simple.

Re-read your posted script, and then read the sample one I suggested. The big difference between the two is one simple thing: the number of times the phrase "help you" is used. Phrase your calls in such a way that the person on the other end of the line gets the sense that you're in it to help them, and you'll get a lot farther.

The one big difference between Briko's and your post, Briko asked for the appointment. It doesn't matter what else you say in front of it, as long as you ask for the appointment. This assumes you aren't concerned with qualifying. I figure that if someone owns a business, they are likely qualified and I can likely help them in some way. Sometimes I'm wrong, but in general, most are and if not, I didn't waste much time anyway.

Again, this only works if you are coming in with a more general approach, not calling to qualify interest in a specific product. This is 180 degrees different from when I came in on a health insurance approach, but selling life insurance is a different approach and sales process the way I'm doing it.

 

[briko3]

I'm selling the appointment. We can do so much for the client, it really is impossible to tell until that first meeting.

theinsuranceman,
How are you producing your leads with business owners?
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Full Throttle,
My thoughts exactly. I want it general, to the point and as nonthreatening as possible. They all know we're selling something which means if they invite us for that first meeting there's a reason behind it. It's our job to uncover that reason. I'm thinking about changing up my first meeting by starting with some variation of, "so what intrigued you enough to agree to let me come by?"

I haven't quite come up with the exact wording yet, so if you guys have any suggestions, it would be much appreciated.