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dwayne if you do not cold call anymore because you do commercial lines, how do you generate clients?
I actually started cold-calling again today. But it is for a niche market that I am interested in writing and have a great product for it now that I didn't have.
The first year I got into commercial insurance I did cold calling almost exclusively. I called to get X-dates and decision makers names and if I did that I considered the call a success. Every once in a while I would speak to someone who needed to see me right away in the process. I purchased a list of businesses, created an excel file of our agencies current clients and purged them from the list and started calling with a dialer. I don't remember the exact number but I had somewhere between 800-100 x dates to work my second year. I currently have about 1500 x dates in my follow up system and I get referrals as well as client from BNI now. It was nice to have people actually start calling me.
The market I am calling now I am simply trying to get the decision makers name and title so I can market to the right person. If I get a name I HAVE SUCCEEDED in my mind.
I think people feel like failures because they look for that instant gratification and a sale when they dial. If you call trying to obtain info to make a sale, and you consider a call a success when you get the info, you will stumble upon instant sales in the process.
Oh yeah, once you get the info you need and you are going to send further information, use a plain white envelope with handwritten addresses. They are far less likely to throw it away compared to if it is your agency letterhead.
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