Cold Calling Trick

[rousemark]

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....

Think it would be better if you completed presenting your approach instead of trying to tease out a paragraph at a time ending with "what do you think so far." Once you have presented it in its entirety, I gurantee you the folks here will let you know what they think.

 

[KJ in Miami]

Is not cold calling just talking to someone and trying to gauge the level of interest? If you can fill a need and build a rapport -- good. If not, then move on. Have a big enough list and no worries!!

 

[Insurancedad]

Mark I like this statement "I for some reason enjoy being in this business and helping people. Prospecting is like hunting or fishing for me." I always feel the sale is like hunting sometimes you find tons of opportunities to shoot and other times your shooting a tin can.

 

[IEG12]

In my experience with cold calling / knocking the word FREE is a big no-no. The moment someone hears "free" they think "what's the catch" and you immediately pit yourself against them. I know it seems weird, but when I sold door-to-door when I was younger, they taught us to say "at no cost" instead.

I know this is just semantics, but the reality is it probably does help.

 

[Frank Stastny]

In my experience with cold calling / knocking the word FREE is a big no-no. The moment someone hears "free" they think "what's the catch" and you immediately pit yourself against them. I know it seems weird, but when I sold door-to-door when I was younger, they taught us to say "at no cost" instead.

I know this is just semantics, but the reality is it probably does help.

Semantics are incredibly important. There is a huge psychology behind doing this successfully.

Don't ask "what company do you have your insurance with", instead ask "do you recall the company you have your insurance with".

"What" is going to make them pause and think, what they will think is that is confidential information. "Do you recall" really is asking them whether or not they remember.

 

[sellinmachine]

"If you will give me a few moments of time, I'll make you this promise, I will not ask you to buy anything."

This one line and a laugh got me thru more doors than any line ever used by me.

 

[funeraldirector]

Semantics are incredibly important. There is a huge psychology behind doing this successfully.

Don't ask "what company do you have your insurance with", instead ask "do you recall the company you have your insurance with".

"What" is going to make them pause and think, what they will think is that is confidential information. "Do you recall" really is asking them whether or not they remember.

I agree...As a former high school english teacher, I can simply say that words have meaning...This sales profession comes down to getting close to people. How do we do that? We listen to their troubles. What is worrying the prospect? We then confess that we have the same concerns. You know what I mean?

 

[budjm]

the hell with cold calling, i just hire someone. much easier and more efficient.

yes, i've read the forums, and you absolutely have to be careful, for sure. i am lucky, i guess---i just use a guy who sets me appt's out of his house and he does a fantastic job. i'm closing around 60-70%.

pm me and his info is yours.

 

[dino8499]

I'm working your area and trying to help people like you.

I'm going to be on blah blah street this week and want to see if you could use any of my services.


I do have programs like zillow.com where I can see everyone info on the street. But I will end up with a couple of appointments in the same area, and after I talk one person into it. I can use their name.

How do you get the names of homeowners from Zillow













How do you get the names of home owners from Zillow?











'

 

[m2788]

How do you get the names of homeowners from Zillow




How do you get the names of home owners from Zillow



'

I said, I get their info. I use zillow to get their home info. Here in ga, I can use www.gaassessor to look at each one of their deeds and names and all.