Telemarketing Advice

[steveadlman]

You go to see them to solidify the deal even more. You show them everything you've told them in writing!

And on top of that, you cross sell!

Very good advice!

 

[jdeasy]

Thanks for the info. If you can offer any feedback on the script I posted I would greatly appreciate it.

Way too wordy for me. I simply call them and ask for the person on the reply card. I say, "this is JD with {my company}, and the reason I'm calling is because we are the people that you sent in a request for information on our final espense life insurance to and I am the guy that takes care of that in your area. That's why I'm calling, I'm going to be in your area tomorrow and I need 10 minutes of your time to go over that, will you be available at 10:00 am tomorrow?".

That's everything I say. It will only vary from that depending on what they say in response. If they say yes to 10:00 am I will ask the next one for 11:30 and so on. I set my appointments an hour and a half apart.

I only sell face to face. Obviously if I were selling over the phone I would have to it completely differently.

 

[Frank Stastny]

If I was setting the appointments myself I would maybe agree with quoting them a price, but I will never have my marketer quote prices.

If your quoting prices and closing the deal over the phone why are you meeting with them face to face? Wouldn't you be better off moving to tele-sales?

Cross selling is so much easier and the agent is going to be a lot more successful cross selling face to face. It is difficult cross sell another product over the phone. (The best time to cross sell a FE product is on the Med Supp appointment.)

Plus, I don't sell Med Supps just for first year commission like agents do with other products. The money to be made in the Med Supp market is in renewals.

There is no question that an agent can build a stronger, longer lasting rapport with a new client when the policy is sold face to face. I still have seniors who I sold Med Supps to in 1993, my first year as an agent, and I'm still earning commission from those sales.

Also, referrals are a lot stronger and the agent will receive a lot more of them if the agent sits with the client at their kitchen table than if the agent is just a voice at the other end of the phone.

 

[jweaver4263]

Way too wordy for me. I simply call them and ask for the person on the reply card. I say, "this is JD with {my company}, and the reason I'm calling is because we are the people that you sent in a request for information on our final espense life insurance to and I am the guy that takes care of that in your area. That's why I'm calling, I'm going to be in your area tomorrow and I need 10 minutes of your time to go over that, will you be available at 10:00 am tomorrow?".

That's everything I say. It will only vary from that depending on what they say in response. If they say yes to 10:00 am I will ask the next one for 11:30 and so on. I set my appointments an hour and a half apart.

I only sell face to face. Obviously if I were selling over the phone I would have to it completely differently.

The script is for cold calling from a list. My marketer will set a basic appointment with someone who shows interest. I will then go face to face to close the deal. I will not be closing over the phone.

 

[jdeasy]

The script is for cold calling from a list. My marketer will set a basic appointment with someone who shows interest. I will then go face to face to close the deal. I will not be closing over the phone.

I'm not saying anything is wrong with it. If it works for you, great! It's not my style. I set my own appointments and don't leave that first interaction with a prospect in someone else's hands.

 

[Frank Stastny]

I'm not saying anything is wrong with it. If it works for you, great! It's not my style. I set my own appointments and don't leave that first interaction with a prospect in someone else's hands.

I agree. I have used telemarketers in the past, good ones, but my rate of success and number of sales is much better when I am the one making the initial contact.

I have never been that busy all day every day writing apps that I don't have time to market. I don't set an appointment unless I feel I have at least an 80% to 85% chance of making a sale. My time is too valuable to spend it doing "reviews" without knowing if I have a chance of making a sale.

 

[Biggin]

I found SE Missouri to be a gold mine for me. Bonne Terre, Fredicktown, Ironton, that whole area was great. I also had a lot of success in the Cape Girardeau and "Unpopular Bluff" area.

The people are great and very receptive.

Hey! That's where my Kin hail from!! Rolla, to be precise. Ozark Mtn. hillbilly blood runs thick as sausage gravy through my veins....

 

[jdeasy]

Hey! That's where my Kin hail from!! Rolla, to be precise. Ozark Mtn. hillbilly blood runs thick as sausage gravy through my veins....

Know what runs through my veins? This;

 

[Frank Stastny]

Hey! That's where my Kin hail from!! Rolla, to be precise. Ozark Mtn. hillbilly blood runs thick as sausage gravy through my veins....

That's where they consider "Deliverance" a "love story" isn't it? I have kin in that area also. Some of the nicest people in the state.

 

[tins]

That's where they consider "Deliverance" a "love story" isn't it? I have kin in that area also. Some of the nicest people in the state.

I'm not sure if goats count as kin.