Telephone Prospecting FE

[Frank Bettger]

I'm just trying to get an idea where we're going with the call.
Once I've got them talking (REALLY TALKING height Weight Medical etc..)
Where to go next? Set an appointment?
Offer to send out some info and just Door knock with that info?

I'm leaning towards the latter, cause they get squirrley when I try to close the appt.
Now is that a sign that they're really not interested and just looking for someone to chat with? In which case going to see them is an EPIC waste
or are they just like warmed up to you but not to a commitment
and a face to face meeting (even an unannouced one) will maybe help bridge that gap?

In a nutshell
Go for the appointment
or Get the info and show up?

HELP!!!!

 

[jdeasy]

I'm just trying to get an idea where we're going with the call.
Once I've got them talking (REALLY TALKING height Weight Medical etc..)
Where to go next? Set an appointment?
Offer to send out some info and just Door knock with that info?

I'm leaning towards the latter, cause they get squirrley when I try to close the appt.
Now is that a sign that they're really not interested and just looking for someone to chat with? In which case going to see them is an EPIC waste
or are they just like warmed up to you but not to a commitment
and a face to face meeting (even an unannouced one) will maybe help bridge that gap?

In a nutshell
Go for the appointment
or Get the info and show up?

HELP!!!!

If you are getting al that info up front you should go ahead and sell it over the phone.

If you intend to meet face to face with them you are getting way too mch info over the phone.

Looks like you need to decide which route you are going. Telemarketing or face to face?

 

[briko3]

If you are getting al that info up front you should go ahead and sell it over the phone.

If you intend to meet face to face with them you are getting way too mch info over the phone.

Looks like you need to decide which route you are going. Telemarketing or face to face?

That's exactly what I was thinking. Are you just wanting to meet to sign papers? I would just ask for the appointment and go.

"This is ____. I'm a life ins. agent in _____. Because I'm going to be in your town tomorrow, I was calling to see if you would have any objection to me stopping by to show you the kind of work I do."

Don't over come objections...just take the yes or no.

 

[Josh]

Briko, is that a script you've tried for FE?

 

[Todd King]

Frank B,

I want to also add in....NEVER offer to send them stuff in the mail. You'll be a mail order company and broke in no time!

 

[theinsuranceman]

Frank B,

I want to also add in....NEVER offer to send them stuff in the mail. You'll be a mail order company and broke in no time!

LOL so true. These folks are just a different type of "no".

 

[VolAgent]

LOL so true. These folks are just a different type of "no".

Actually, they are worse. If you are not careful, they will keep wasting your time. With a no, at least you clearly know it is time to move on.

 

[theinsuranceman]

Actually, they are worse. If you are not careful, they will keep wasting your time. With a no, at least you clearly know it is time to move on.

They don't waste my time as I've learned not to mail them anything like I used to do. I try for a one shot close using everything thing I can. If they don't buy, one of my agents will follow up with them in about 3-6 months as a free lead for them.

 

[Frank Bettger]

I took it from the feedback that I had been over qualifying. No more of that.

Now, I am still running into them chickening out when I ask for the appt.

"I'm going to be in town Tues and again on Thurs which is better for you? "
Maybe its how (or when) I'm asking the question...

How do you all ask?

 

[Shalom]

I took it from the feedback that I had been over qualifying. No more of that.

Now, I am still running into them chickening out when I ask for the appt.

"I'm going to be in town Tues and again on Thurs which is better for you? "
Maybe its how (or when) I'm asking the question...

How do you all ask?

I am going to be in town on (pick one day like tuesday not 2 days) Tuesday, are mornings or afternoons better for you?"

OR

"Are mornings or afternoons generally better for you? .....
Perfect, I will be in your area on tuesday morning/afternoon"(depending on what their response was)



I may not be in the insurance business yet but I do know sales.