Cold Calling Trick
- Thread starter m2788
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- #32
Mark, you kill meI thought we were supposed to "goof off" to fill in idle time
It is hard for my brain to slow down or shut off sometimes. I'm always working on something. The avg person would be shocked at what all I get done everyday. I for some reason enjoy being in this business and helping people. Prospecting is like hunting or fishing for me.
I do have some time when I'm not working.
I'm working on my yearly praying mantis project now.
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- 7,066
I kind of have to disagree with all of you. (Jimmy, that is one of the all time best movies ever. You got to love the way he breaks everything down in the simplest, most basic form. 
)
I call them Mr or Mrs and always introduce myself as Frank Stastny. My opening statement is, "Hello Mrs. Smith, my name is Frank Stastny". Agents talk too fast. Say it very slow and distinctly so they hear every word.
At that point they don't have a clue who I am. For all they know I could be with Publishers Clearing House calling to tell them they just won $10,000,000.
The point is they are still listening to me. If instead I say, "Hi Betty this is Frank, how you doing today". That throws up a huge red flag letting them know I am a telemarketer calling to probably sell them something they neither want nor need. They are not going to think I am a friend calling. That is just a "fig newton" of the agent's imagination.
Trickery doesn't work, it only pisses them off. Just like a sniper saying, "If you run you will only die tired". I'm not sure if that fits but I love that expression.
)I call them Mr or Mrs and always introduce myself as Frank Stastny. My opening statement is, "Hello Mrs. Smith, my name is Frank Stastny". Agents talk too fast. Say it very slow and distinctly so they hear every word.
At that point they don't have a clue who I am. For all they know I could be with Publishers Clearing House calling to tell them they just won $10,000,000.
The point is they are still listening to me. If instead I say, "Hi Betty this is Frank, how you doing today". That throws up a huge red flag letting them know I am a telemarketer calling to probably sell them something they neither want nor need. They are not going to think I am a friend calling. That is just a "fig newton" of the agent's imagination.
Trickery doesn't work, it only pisses them off. Just like a sniper saying, "If you run you will only die tired". I'm not sure if that fits but I love that expression.
- 170
Trickery doesn't work, it only pisses them off. [/quote]I agree. At the door I'm trying to build a relationship based on me being of service. Any relationship that starts off with a lie, a trick or even a technique is doomed.Every approach has a structure and a form. (Sorry, a long time ago I was a high school English teacher.) We each have structure. A skeleton. Most of the time you don't see it. Our bodies have different forms. Same with your door approach. The structure of the approach should match what the prospect has in mind. Namely, Who are you? Where are you from? What are you doing? What's in it for me? I hit about 5000 doors a year. Have done it for a long time and have a running record of the results of each door on each street in my market. The fella who trained me many years ago said, "Jim, if you can learn to do this. You'll never be out of work."
I kind of have to disagree with all of you. (Jimmy, that is one of the all time best movies ever. You got to love the way he breaks everything down in the simplest, most basic form.
I call them Mr or Mrs and always introduce myself as Frank Stastny. My opening statement is, "Hello Mrs. Smith, my name is Frank Stastny". Agents talk too fast. Say it very slow and distinctly so they hear every word.
At that point they don't have a clue who I am. For all they know I could be with Publishers Clearing House calling to tell them they just won $10,000,000.
The point is they are still listening to me. If instead I say, "Hi Betty this is Frank, how you doing today". That throws up a huge red flag letting them know I am a telemarketer calling to probably sell them something they neither want nor need. They are not going to think I am a friend calling. That is just a "fig newton" of the agent's imagination.
Trickery doesn't work, it only pisses them off. Just like a sniper saying, "If you run you will only die tired". I'm not sure if that fits but I love that expression.
Then what do you say Frank?
- 7,066
I go right into the reason why I'm calling. The key is to not ask questions in the first 9 to 12 seconds of the call that you don't already know the answer to.
I tell them why I'm calling and with no hesitation I will say, "you are on Medicare aren't you?". I already know the answer, it's Yes. The agent must maintain control of the call. If the agent relinquishes control by letting them say something like "I'm not interested" the agent is dead in the water.
It is very hard to regain control once the agent has given the prospect control. It is all about maintaining control and guiding the ensuing conversation in the direction the agent wants it to go.
Using the phone correctly is a learned, well practiced art. It doesn't come from reading a "script". If an agent has to read something they are doomed.
5,000 doors?!! thats truly an impressive feat! Are you preneed, life, or final expense? May I ask your approach?
- 170
Sure...Now you're talking the form of your approach. Each of us will differ a little. It's just twenty contacts a day. Takes about an hour. Sometimes two. Each day stands on its own. I sold preneed for about ten years (Forethought mostly.) Then I figured that locking in prices is stupid. Now I write only final. I carry a binder, about an inch thick. Has my funeral director's license on the front and my life lic on the back.Knock on the door. (Friends knock, salesmen use doorbells) And stand about ten feet back. When you hear the door open, take a big deep breath, you're gonna need it.
ME: Good morning, I'm Jim Funeral Director Icky Brothers Funeral Home (point) over on Gang Way I'm making my regular calls in the neighborhood just to find out who hasn't done any funeral planning or pre arranging. Have you done any planning for yourself yet?
What do you think so far?...
I like the binder, the knock, the distance you give, and the fact you knock 20 doors. Do you set appts or walk in if they have time? Do you knock seniors only or anybody? What kind of situation questions do you ask?
Funeral/Cemetary property? Life insurance? etc?
Do you offer policy reviews?
Appreciate the sharing!
Funeral/Cemetary property? Life insurance? etc?
Do you offer policy reviews?
Appreciate the sharing!
- 170
I never make appts. I hate appts. My belief is that if I don't make 'em they can't break 'em. I love getting in, writing and then going back to the office, dressing up my app, making coffee, teasing the secretary, etc...Often when you make an appt, the spouses make a pact of steel, like Hitler and Mussolini, not to buy anything whatever the salesman says. I believe that preneed or final is an impulse buy and I prefer to surprise them...To continue:
THEM: We've been kinda thinking about it.
OR
THEM We got that covererd.
OR
THEM No Thanks.
OR
THEM We got life insurance
OR
THEM (anything, doesn't matter)
ME: (ALL PURPOSE STATEMENT THAT YOU WILL LOVE THAT MOVES THE DOOR APPROACH) That's fine. That's all I needed to know. (You told them why you knocked on their door.That is, to find out who hadn't done any planning. Right? So this statement, that's all I need to know is a "hinge" in your approach.
What do you think so far....
THEM: We've been kinda thinking about it.
OR
THEM We got that covererd.
OR
THEM No Thanks.
OR
THEM We got life insurance
OR
THEM (anything, doesn't matter)
ME: (ALL PURPOSE STATEMENT THAT YOU WILL LOVE THAT MOVES THE DOOR APPROACH) That's fine. That's all I needed to know. (You told them why you knocked on their door.That is, to find out who hadn't done any planning. Right? So this statement, that's all I need to know is a "hinge" in your approach.
What do you think so far....
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