Knocking on Doors, What to Say?

[Guest]

I used this intro in one way shape or form, it's simple, to the point, gets their attention and explains what you do so you can qualify interest or move on asap:

Hi I'm (name here) , I know you're busy and don't want to take up too much of your time, I just wanted to see if . . .

1. You're wrestling with the cost of your health insurance?

2. You're having a hard time getting medications covered?

3. You're medicare benefits don't cut it?

4. You realized that prices have dropped for _____ and wanted a free review to see if you can save some money?

5. You're interested in a free consultation for . . .

6. You're single and like rock star salesman!! ; )~

 

[Mark]

I used this intro in one way shape or form, it's simple, to the point, gets their attention and explains what you do so you can qualify interest or move on asap:

Hi I'm (name here) , I know you're busy and don't want to take up too much of your time, I just wanted to see if . . .

1. You're wrestling with the cost of your health insurance?

2. You're having a hard time getting medications covered?

3. You're medicare benefits don't cut it?

4. You realized that prices have dropped for _____ and wanted a free review to see if you can save some money?

5. You're interested in a free consultation for . . .

6. You're single and like rock star salesman!! ; )~

Does number 6 work for you?

 

[haugman]

The simple thing i have noticed is to have key words on there. Say it will be brief and its free definitely. Shake their hand as well. In my business though we are given direct mail pieces the people send in. We just have to remind them sometimes or something the spouse doesn't know the other sent it in. Its usually not too hard though.

 

[Guest]

In the bars after a few drinks, yes!!

Does number 6 work for you?

 

[Frank Stastny]

We just have to remind them sometimes or something the spouse doesn't know the other sent it in. Its usually not too hard though.

This is the exact reason why I stopped purchasing direct mail "leads" for calling people who are on Medicare for Med Supp sales and now only purchase lists. I really do not consider that a "lead". I haven't bought a "lead" in 6 to 8 years.

I can buy a list of 1,000 for around $100 as opposed to paying $350 to $400 to have 1,000 pieces mailed out and only get 10 or 15 returned.

I sell a whole lot more Med Supps and my ROI is HUGE.

 

[somarco]

The answer to your post is simple. It's not what you tell people that works, it is what you ask.

Questions, when properly used, open dialogue. That is what you want. When you ask the right question your prospect will respond with a question of their own.

Health insurance:
"Do you have one of those open wallet, bottomless pit policies or does your plan limit how much you will have to pay when you are sick or injured?"

"Aren't all policies the same?"

Life insurance:
"Does your policy refund all your premiums if you don't die or does the insurance carrier keep all the money you paid?"

"I guess they keep it. How do I get my money back?"

 

[mbaldwin]

I sell Life, Health, and P&C. I do it all....I think my biggest issue is getting that dialogue going. I have no problem introducing myself, but I get kinda stumped when they just stare at me lol. I think they expect me to really throw a sales pitch to them. I just really want to be more effective.

 

[somarco]

Here is an open question that can spark some interest.

"If you could change anything about your plan (aside from the obvious of getting the same coverage for half the premium), what would you change? In other words, what are you paying for that you feel you don't need, and what would you like to have that you don't have now?"

I guarantee no one else will open with that kind of question. Everyone wants to save money. Every sales person promises to save them money, but no one talks about VALUE.

Sometimes I show folks how to get more value for about the same dollar and never save them a dime. I did that last week. Took them from $15,000 OOP per person to $7500 for about the same amount of money.

 

[Guest]

You're still my idol Bob!

Here is an open question that can spark some interest.

"If you could change anything about your plan (aside from the obvious of getting the same coverage for half the premium), what would you change? In other words, what are you paying for that you feel you don't need, and what would you like to have that you don't have now?"

I guarantee no one else will open with that kind of question. Everyone wants to save money. Every sales person promises to save them money, but no one talks about VALUE.

Sometimes I show folks how to get more value for about the same dollar and never save them a dime. I did that last week. Took them from $15,000 OOP per person to $7500 for about the same amount of money.

 

[somarco]

Do you play the part of Simon or Paula?