Cold Calling - Visiting Vs Calling?

[stagg313]

What do you prefer visiting businesses or actually calling them on the phone? I work for AFLAC and they preach visiting, yet in all my sales experience I've always used phones.


Also I have set more appointments on the phone so far in 2 weeks over visiting. However prospecting I feel could be done easier by visiting the establishment, it gives me a bit more insight on what kind of business it is, whether it seems like a place that would want voluntary benefits, etc etc.

 

[pcbinsurance]

You have a small sample size there. F to F is your best option.

 

[Josh]

Let's start at the beginning. Do you really think Aflac is your best option?

I'm a huge believer in banging up the phones, but the important thing is that you do what you're comfortable with and that you do a lot of it.

 

[stagg313]

Josh I definitely don't feel AFLAC 100% but I'm giving it a shot to get some B2B experience and insurance experience as well.

I am extremely comfortable with the phone, a bit less with walking into places; but if you do the things you are bad at you can only try to get better.

 

[KidsGotHeart]

I love the phone, but F 2 F is the way to go.

 

[stagg313]

Kids how do you get past the gate keeper? That's the problem I've been having, although it's Christmas and alot of people here go out of town which has been a huge obstacle. (I chose the wrong time to start I think lol)

 

[Rearden]

Stag -- how many cold knocks did you do last week, and how many presentations did you give?

Getting past the gatekeeper is important, but generally takes a back seat to prospecting, which is what you should be most concerned with at all times.

 

[stagg313]

I went to 30 businesses last week and got 2 appointments, and made 20 calls and got 4 appointments this week. I'm very comfortable on the phones so it seems it's been easier for me to get in touch with the decision maker. The 2 appointments were from prospecting the whole week, the 4 were from just making calls yesterday.

 

[briko3]

I went to 30 businesses last week and got 2 appointments, and made 20 calls and got 4 appointments this week. I'm very comfortable on the phones so it seems it's been easier for me to get in touch with the decision maker. The 2 appointments were from prospecting the whole week, the 4 were from just making calls yesterday.

30 businesses should take a morning to complete and 20 calls should take about 20-30 minutes. That not even a full day. That means you should be making at least 20 appointments per week if your numbers hold true and you work a full week.

 

[KidsGotHeart]

Kids how do you get past the gate keeper? That's the problem I've been having, although it's Christmas and alot of people here go out of town which has been a huge obstacle. (I chose the wrong time to start I think lol)

What I do, is just treat them like they are the owner, until they tell me they are not. YMMV There is no secret phrase to get past them all. I have found making them an ally is a lot easier. You will run into some that are unfriendly, but most are pleasant. You are doing the hard part already, just keep grinding.