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Let me make this clear, cold calling/canvassing sucks to do. You get rejected 90% of the time and even when you meet with someone, their guard is up. Even after they buy from you, there still isn't a lot of trust initially.
That being said, it works and trust is gained over time if you make yourself a resource to them and stay in touch. Two examples from the last few days inspired this post.
Example #1: I met this client three years ago off a cold call to review his health insurance plan. Over three years, I took over his company's retirement plan, his personal investments, sold a DI policy, and just recently a decent life insurance plan. To say thank you for all the work I've done for him, he invited me to his house for dinner with his family over the weekend. To say the least, I have good rapport with him. I would never have met him if it hadn't been off a cold call.
Example #2: I met this client two years ago off a cold call. Helped him restructure his company's health plan and saved him about $20,000 a year with better benefits for the employees! He later told me he hates getting cold calls, but I seemed different. He called me up today for two reasons: first, to refer me to his mother for a med supp, and second, he wants to sell his business to the kids and wants my help pointing him in the right direction. He has referred me to other business owners in the community and to his kids as well.
I have a number of examples of good clients I've gained by picking up the phone and making stone cold calls. I will be the first to say introductions are better than cold contacts, no argument there as it speeds up the trust process. That being said, most people don't have a completely full schedule for the week off of introductions only, especially as a newbie.
There are a lot of negative posts on how ineffective cold calling is, but I can tell you from experience they are garbage! Whether a cold call or a referral, the key is to make enough introductions to the right people. Cold calling is simply one way to make an introduction. After that, it's up to you no matter what method you used to meet your new client.
Here's the funny thing about cold contacts: when you are making them, you feel like you are getting no where and it's a waste of time. However, I can say that with persistent effort, it's always profitable if you give it time to work.
I'll now get off the soap box, just wanted to share for anyone else making the calls and getting discouraged.
That being said, it works and trust is gained over time if you make yourself a resource to them and stay in touch. Two examples from the last few days inspired this post.
Example #1: I met this client three years ago off a cold call to review his health insurance plan. Over three years, I took over his company's retirement plan, his personal investments, sold a DI policy, and just recently a decent life insurance plan. To say thank you for all the work I've done for him, he invited me to his house for dinner with his family over the weekend. To say the least, I have good rapport with him. I would never have met him if it hadn't been off a cold call.
Example #2: I met this client two years ago off a cold call. Helped him restructure his company's health plan and saved him about $20,000 a year with better benefits for the employees! He later told me he hates getting cold calls, but I seemed different. He called me up today for two reasons: first, to refer me to his mother for a med supp, and second, he wants to sell his business to the kids and wants my help pointing him in the right direction. He has referred me to other business owners in the community and to his kids as well.
I have a number of examples of good clients I've gained by picking up the phone and making stone cold calls. I will be the first to say introductions are better than cold contacts, no argument there as it speeds up the trust process. That being said, most people don't have a completely full schedule for the week off of introductions only, especially as a newbie.
There are a lot of negative posts on how ineffective cold calling is, but I can tell you from experience they are garbage! Whether a cold call or a referral, the key is to make enough introductions to the right people. Cold calling is simply one way to make an introduction. After that, it's up to you no matter what method you used to meet your new client.
Here's the funny thing about cold contacts: when you are making them, you feel like you are getting no where and it's a waste of time. However, I can say that with persistent effort, it's always profitable if you give it time to work.
I'll now get off the soap box, just wanted to share for anyone else making the calls and getting discouraged.
