Opening Value Statement and Engagement Questions

Discussion in 'Insurance Cold Calling Forum' started by coldcaller2015, Oct 19, 2015.

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  1. coldcaller2015
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    coldcaller2015 New Member

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    I just started cold calling to set business insurance appointments for agents. From experience what are the best opening value statement and engagement questions to ask a prospect when on the line to keep them engaged?
     
  2. Justin Bilyj
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    Justin Bilyj Guru

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    When you say business insurance do you mean liability (P&C), or BOE (disability), or maybe Key Man Life Insurance?
     
  3. DHK
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    DHK Guru

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    In addition to knowing what lines of insurance you're trying to set appointments for, what is the FINANCIAL PROFILE of the targeted businesses?

    Revenue?
    # of Employees?
    Years in Business?

    Marv Feldman said once in an MDRT recording about capturing the business market, that he looks for $2.5 million+ in revenue and 15+ employees. They are large enough to have a need and able to pay for his financial solutions.

    However, this profile is very different from a plumber who may have 3 assistants and employs 2 other plumbers with a couple of trucks. Their needs are different.

    Once we know the target profile, we can help you with your scripting. Without it... it's always a shot in the dark - just like pulling the lever on your favorite slot machine. It'll either work, or not. You just accept the results and dial the next one.

    ----------

    Or are you calling on a specific industry, such as construction or auto?
     
  4. thecommercialguy
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    thecommercialguy Expert

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    @coldcaller2015 - Two Comments.

    1) Target Audience?
    I agree with @DHK. The profile of your target audience will dramatically change what the value prop is. To build on this comment, I believe the profile of the business dramatically changes the buying habits of the business. This is key. The housewife feeding 2 kids buys bananas in a way that looks nothing like the manager of a homeless shelter may. You get the point. I'd love to talk more if you're interested.

    2) Effective?
    We can all cold-call. We've all done it. However, I'm curious what other marketing strategies you have in place. People hate cold-callers. You do too. However, it makes a lot more sense for the recipient if the cold-call acts as a follow-up to some kind of exposure they've already had to you, whether knowingly or not. I was taught to cold-call and did so religiously for 5 years straight for Commercial P&C brokerage.

    Hayato
    closingcommercial.com
     

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