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Is Simpler Better?
- Thread starter briko3
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- #22
I agree, it sounds much better that way. Here's my question. Is it too specific? If they're busy, how do you transition to another time? Is it not making it too easy for them to say, I'm busy that morning? Just some thoughts.
Rob, you're a trainer for this kind of stuff...care to throw me a bone?
Rob, you're a trainer for this kind of stuff...care to throw me a bone?
- 1,459
"That's fine Mr. Biz Owner, I also have meeting back out this way on Monday and Thursday next week, is there a best time of day to catch you?"
Now you're talking about timing rather than finding a way to refuse your introduction. Let's be honest, if you call me on the phone and ask to meet me as a complete stranger, I most likely won't want to meet you.
If you are polite, confident, and promise to keep it short, I'll likely give you five minutes even if I don't believe I need what you offer (who wants financial planning or life insurance?). If you stop by and use the low key approach I mentioned earlier in this thread, you'll start building relationships and make some immediate sales. However, the relationship has to start somewhere, you have to initiate contact.
Worst they can say is no, you can always walk in later for a quick introduction or call back down the road as well, they won't remember your phone call 10 minutes later anyway. It's all about being active and meeting new people. If you don't have a referral base to keep you busy 8 hours of the day, cold calling for introductions is a great way to supplement your schedule. What else are you going to do with that time? Post on here...I'm guilty of it today!
Now you're talking about timing rather than finding a way to refuse your introduction. Let's be honest, if you call me on the phone and ask to meet me as a complete stranger, I most likely won't want to meet you.
If you are polite, confident, and promise to keep it short, I'll likely give you five minutes even if I don't believe I need what you offer (who wants financial planning or life insurance?). If you stop by and use the low key approach I mentioned earlier in this thread, you'll start building relationships and make some immediate sales. However, the relationship has to start somewhere, you have to initiate contact.
Worst they can say is no, you can always walk in later for a quick introduction or call back down the road as well, they won't remember your phone call 10 minutes later anyway. It's all about being active and meeting new people. If you don't have a referral base to keep you busy 8 hours of the day, cold calling for introductions is a great way to supplement your schedule. What else are you going to do with that time? Post on here...I'm guilty of it today!
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Simpler is better, but you still need to give them a reason to want to meet you. Start with a high level issue that is a concern for most businesses.
Hi Mr. Jones, this is Jane Wright with _______. I work with (or I help) people who worry about how their business and income will continue if they aren't able to keep the business going due to disability or death.
I wanted to know if I could catch you for 5 minutes on either Wednesday morning or Thursday afternoon for a quick introduction.
There are three possible outcomes with this. 1) You get the appointment. 2) You don't get the appointment. 3) S/he asks "How do you do that?" If you get this question, ask "Is this an area of concern for you?" Then just sit back and listen. S/he might just tell you how to sell them.
No lead generation technique works all of the time and most lead generation techniques work some of the time. That's why it's important to always have multiple tactics in place. When one isn't working as well as it has in the past, you still have others supporting your business.
Hi Mr. Jones, this is Jane Wright with _______. I work with (or I help) people who worry about how their business and income will continue if they aren't able to keep the business going due to disability or death.
I wanted to know if I could catch you for 5 minutes on either Wednesday morning or Thursday afternoon for a quick introduction.
There are three possible outcomes with this. 1) You get the appointment. 2) You don't get the appointment. 3) S/he asks "How do you do that?" If you get this question, ask "Is this an area of concern for you?" Then just sit back and listen. S/he might just tell you how to sell them.
No lead generation technique works all of the time and most lead generation techniques work some of the time. That's why it's important to always have multiple tactics in place. When one isn't working as well as it has in the past, you still have others supporting your business.
- Thread starter
- #25
FT, that's the plan. I've got a list of local businesses that will take me about 2.5 months to run through at around 40 per day. I figure I can just keep going through it. They're not going to remember me and if they sound vaguely interested and I want to try going by when I'm out in that area, I will just drop in. 40 dials per day isn't a big deal and it doesn't matter if I get them on the phone or not.
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I do things a bit differently, I don't give them a way out, I qualify right away to gain interest, if not, next call.
I've posted something like this before but here ya go, two options you can use or customize to your business or liking.
Hey this is _____, I'm calling to see if you, like others, are wrestling/struggling with:
They say no, on to next call, I wasted no time.
By saying "like others" you make them feel comfortable, not all alone out there, they usually feel less hesitant or less embarrassed about their situation, more responsive.
Or
I don't feel you have to say "you don't know me . . ." I think they know that already LOL, also asking "how are you?" is cheezy and usually insincere (like a telemarketer), basically only used as a way to (hopefully) get them talking. respect their time, get to the point.
You want to gain interest, engage them and to come off as an expert, meaning you know their issues already because you do this stuff all day; as in other clients are struggling with . . . and you can help.
If they're really busy, I ask "when is a good time to call back?" I never say "is there a better time?" I think that too gives them a way out. But, there usually not busy when they're interested and will give you an appointment if necessary.
There is way more I can add but I have to pack and head to Atlanta for the Norvax event, hope that helps!
I've posted something like this before but here ya go, two options you can use or customize to your business or liking.
Hey this is _____, I'm calling to see if you, like others, are wrestling/struggling with:
- the cost of health insurance
- planning for your retirement
- lowering overhead
- getting more sales out of your agency
- what your next move is with obamacare at phase on
- etc etc etc
They say no, on to next call, I wasted no time.
By saying "like others" you make them feel comfortable, not all alone out there, they usually feel less hesitant or less embarrassed about their situation, more responsive.
Or
- "Is the cost of your health care giving you a headache?"
- "Is the cost of your life insurance killing you?"
- "Is the cost of your medicare supplement creating a gap in your bank account?"
- "Is your retirement planning/portfolio sending you to an early grave?
I don't feel you have to say "you don't know me . . ." I think they know that already LOL, also asking "how are you?" is cheezy and usually insincere (like a telemarketer), basically only used as a way to (hopefully) get them talking. respect their time, get to the point.
You want to gain interest, engage them and to come off as an expert, meaning you know their issues already because you do this stuff all day; as in other clients are struggling with . . . and you can help.
If they're really busy, I ask "when is a good time to call back?" I never say "is there a better time?" I think that too gives them a way out. But, there usually not busy when they're interested and will give you an appointment if necessary.
There is way more I can add but I have to pack and head to Atlanta for the Norvax event, hope that helps!
- 1,896
Bob, I'm stuy119. I work with small businesses on their benefits plans. Are stuck with annual health insurance rate increases above 10%?
Yes: Great, we can help you be proactive with that to keep rates down. When is your traditional renewal date? Did you know there are advantages to mid-plan year switches? When can we meet to discuss this?
No: You're one of the lucky ones. I want to make sure we are proactive to keep it that way by focusing on EE wellness. When can we meet to discuss this?
Works like a charm.
Yes: Great, we can help you be proactive with that to keep rates down. When is your traditional renewal date? Did you know there are advantages to mid-plan year switches? When can we meet to discuss this?
No: You're one of the lucky ones. I want to make sure we are proactive to keep it that way by focusing on EE wellness. When can we meet to discuss this?
Works like a charm.
