Setting Appointments Over the Phone

[nfl72]

stated by Josh,

"For most products it's a waste of time. If you get an appointment you can really do your job, if you just give them a number over the phone you can't."

If I am giving numbers its only after I have educated them as much as possible over the phone. Most of my leads have flyers and mailers from AARP, MoO, Globe etc. They need to be educated that they are most likely loking at numbers on Term, not Whole Life, they more than likely will be getting a 2 year wating period, there policies build no cash value, and most importantly their payments will be going up every 5 years.

I don't get into numbers unless I have had a chance to sell the benefits of buying my policies over what they have mostly likely already seen.

On the other hand sometimes when you give them too much info they feel they have no need or reason to meet with you.

There are different ways to skin a cat.


Read more: Setting Appointments Over the Phone - Page 3
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[Josh]

That's just it. If they're asking for a price often times it's because they are comparing it to a "pennies a day" plan with "guaranteed acceptance" because that's what they've seen on the TV. If they don't know to compare apples to apples and/or if they don't know the other benefits of the product, all they're going to do is go off price.

 

[jdeasy]

So, what is a good way to handle it if the client is insistent on getting at least a price range, before agreeing to set the appointment?

As some have said I suppose it depends on your experience. If you are not getting in front of enough people as it is then give it a shot. While I won't give quotes I don't just hang up on them. I steer the conversation back to the appointment.

I maight say something like, "we have something for everyone's budget". If that doesn't work then, "I don't need any money now, just show your options and what you do with the info is up to you, will you be home at 10:00?".

No matter what I'm not getting into a quoting situation on the phone. I have learned that from doing. I wasn't always doing it that way. I paid my tuition years ago by quoting on the phone.

Now, NFL mentions that Greg quotes by phone. Of course he does. he is doing the whole appointment by phone. he has to quote them. If I were doing phone sales then I would do the same.

That goes back to why are you calling them? If it's to sell them over the phone them by all means get to your presentation. If it's to get into the home then it's a different conversation.

It's actually an objection that I don't get very often. Not even once a week. I might get that a couple of times a month, if that? I don't do any qualifying on the phone so I couldn't give them a rate anyway. If I were going to give a rate then I would have to ask medical questions and banking questions, etc. Might as well sell the whole thing by phone.

 

[nfl72]

I do believe Josh is right when he says if they are only interested in price they are more often than not a dud. The vast majority of our leads have no idea about how to buy a policy or what to even look for If they insist that they know what they are doing, ask them a question that you are quite sure they will not know, like is the policy thtey are comparing to a level, graded or modified. If they have no idea just express to them in a nice way it sounds like they COULD use your free advice.

You need to convince them that by meeting with you they will be saving time and money and more importantly getting a better product. If you can do that your chances of selling them go up dramaticly

 

[theinsuranceman]

So, what is a good way to handle it if the client is insistent on getting at least a price range, before agreeing to set the appointment?

Just say "we have plans that start as low as $20 per month, but I'm not sure WHAT you qualify for. Most people DO qualify for something. I'll stop by tomorrow for a few min. and see what you do qualify for....is morning or afternoon better?"

 

[pcbinsurance]

NFL said, "If they insist that they know what they are doing, ask them a question that you are quite sure they will not know, like is the policy they are comparing to a level, graded or modified."
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Excellent point and something everyone should be doing! Prospects don't know what they don't know.

 

[SPUR CITY]

I've tried both, appointments by phone and door knocking in my career for final expense. I have come to the conclusion THAT FOR ME I get better results and more sales from door knocking. I would get hung up on because people would forget they had filled out a card and mailed it back to our company. I wouldn't even have a fighting chace to explain what the card said or looked like before I was hung up on. When I show up at the door with their writing all over the lead card then that objection NEVER gets tossed at me. Also, people seem to be MUCH nicer in person to me than over the phone. It's MUCH easier to be rude to someone over the phone than to do it in person! There are other reasons but I don't like being long-winded...

 

[Pete Cormie]

I've tried both, appointments by phone and door knocking in my career for final expense. I have come to the conclusion THAT FOR ME I get better results and more sales from door knocking. I would get hung up on because people would forget they had filled out a card and mailed it back to our company. I wouldn't even have a fighting chace to explain what the card said or looked like before I was hung up on. When I show up at the door with their writing all over the lead card then that objection NEVER gets tossed at me. Also, people seem to be MUCH nicer in person to me than over the phone. It's MUCH easier to be rude to someone over the phone than to do it in person! There are other reasons but I don't like being long-winded...

FWIW I call every card to set an appointment. If they resist, I don't push too hard. That way I can door knock them when I'm in their area. Sooooo, call and door knock to get the most contacts.

 

[jtow]

Just say "we have plans that start as low as $20 per month, but I'm not sure WHAT you qualify for. Most people DO qualify for something. I'll stop by tomorrow for a few min. and see what you do qualify for....is morning or afternoon better?"

I like that....................

 

[SPUR CITY]

Just say "we have plans that start as low as $20 per month, but I'm not sure WHAT you qualify for. Most people DO qualify for something. I'll stop by tomorrow for a few min. and see what you do qualify for....is morning or afternoon better?"

Heck, I'd go a step further and quote a 2K policy as a starting price if I had to just to get in the door.