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I use to hate cold calling, I still wouldn't do it if I didn't have to in order to write new business, but it's really not bad after about 3 calls, almost relaxing. Realize that when you call, the pressure isn't on you, believe in the law of large numbers, if I average 70 calls per day, I will make 10 sales per month not including any cross selling or referral business. Create a quota for the month and divy it up however you like.
As far as calling, I believe in keeping it simple and direct to the point. If the prospect is interested in talking great, if not, that's fine also, his choice.
"John, this is Delta calling, I'm an insurance broker, I was hoping to catch you with a minute to talk, did I catch you at a good time?" (I ask on every call, it's being polite)
"I work with health insurance and I was hoping to find out what you're doing currently." (put the ball in their court, they can either talk or not, most will, but many won't)
Find out what carrier they're with, how long, ect. and get an idea if the person is even a canadiate for what you do. If you find some pain, simply close softly for a meeting:
"I don't know if I can help you or not, would it make sense to invite me in for 20 minutes to look at your plan, and then if I can help, I'll show you some options, and if I can't, I'll tell you that too. Is that something you would be interested in?"
The key is to talk conversationally and realize there is absolutely no pressure on you, the prospect makes all the decisions himself. I always give the prospect an easy way out to gauge interest level.
As far as calling, I believe in keeping it simple and direct to the point. If the prospect is interested in talking great, if not, that's fine also, his choice.
"John, this is Delta calling, I'm an insurance broker, I was hoping to catch you with a minute to talk, did I catch you at a good time?" (I ask on every call, it's being polite)
"I work with health insurance and I was hoping to find out what you're doing currently." (put the ball in their court, they can either talk or not, most will, but many won't)
Find out what carrier they're with, how long, ect. and get an idea if the person is even a canadiate for what you do. If you find some pain, simply close softly for a meeting:
"I don't know if I can help you or not, would it make sense to invite me in for 20 minutes to look at your plan, and then if I can help, I'll show you some options, and if I can't, I'll tell you that too. Is that something you would be interested in?"
The key is to talk conversationally and realize there is absolutely no pressure on you, the prospect makes all the decisions himself. I always give the prospect an easy way out to gauge interest level.