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What do you vets think?
Keep using this tactic through March and April. What you'll find, at the end, is that you've basically wasted four months.
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What do you vets think?
My initial goal is to get an appointment, so I don't want to be more than a few minutes with a busy owner, and get some info. Here's the approach I'm planning, open to critique:
"Hello, I'm ______ from _________. I know you're busy, I just wanted to introduce myself and learn more about your business, and see how we could partner up to achieve your business goals.
(PAUSE to hear what he/she has to say)
What is the biggest concern you have about your business?
(after each questions, take notes, assess how antsy they might be getting, ask a followup question or make personal chitchat if it goes there)
If you lose a key employee, or if something happened to you, what financial impact would it have on your business?
How have you prepared for an exit strategy?
What do you do to retain your best employees?
Thank you, I didn't want to take up much of your time, but this is good information to see how i could be of benefit to you. Could I follow up with you next week? Is _________ on _____ a good time? Thank you, it wouldn't be more than about 10-15 minutes to share some ideas with you. Here's my card, have a great day."
What do you vets think?
Phones are the bane of my existence. I hate the phone. Everyone in my office has said that it's how they started, and just sort of shrug and walk past you off to their appointments. They don't remember because it's been so long, or they have blocked it out of their memories, so they can't really give good advice about it.
They say it's about referrals, hit up family and friends, but being the guy from Groundhog Day annoying the crap out of people isn't my thing, and as this is a mid-life career switch, they don't trust me in this role yet. It's like selling something from a multi-level marketing company. everyone sort of smiles wanly, and tries to avoid getting hit up for a sale.
So it's up to me to find strangers. Those who run through their warm market find out they have to eventually learn how to turn a stranger into a client themselves somehow, and those referrals from the family might come now and again, but it's finding a nest of them that will get the bills paid.
I have't managed that yet. I haven't joined a club where everyone is eager to buy from me. Every networking group in town has at least three insurance agents/financial advisors already.
So I go door to door and only talk to someone on 3 out of 20 doorknocks, get one phone number out of those. But what are your results on the phone? About the same number of responses at the end of the day?
If you are a good speaker, try holding seminars. I'm too shy, but hope to get to that point.
My biggest weakness is consistency. And not being able to take the cold when doorknocking, so Starbucks with a warm cup of coffee, then finding restrooms, seems to be most of my day....
Thanks for the response. From the research I was reading from small business owners, they prefer to not be sold a product so much as have you build an honest relationship by actually listening to them. If I'm offering them a solution that allows them to grow, or keep a stable workforce, or whatever is on their mind, then yes, I'm part of their team. It seems that a lot haven't had time to figure out what they are really worried about until you ask the right questions and get them thinking about it.ROFLMAO!!! Unless you are an INVESTOR with CASH to invest in their business... you are not being truthful with this approach.
"The biggest concern I have are telemarketers who don't get to the real point of their call." <click>
AFLAC isn't properly positioned, nor do they have the products for your 1st two questions... so drop them.
You never get to the point... and you are not offering your prospective business owners the truth of who you are and what you do.
Your results... will be miserable.
See my script above and adapt it for your needs. That should work out much better for you.
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Oops. I got your posts confused with the other poster and assumed you were still with AFLAC.
Thanks, that's kind of what I was going for... Just a quick way to get to that 15 minute meeting, but ask enough broad questions at the beginning to get an understanding of where they were coming from, and they understand I'm interested in THEM. If they say, "Oh, yeah, I have all the insurance I need, but I'm wanting to retire in about 10 years and not sure what will happen to the business" then I know if I say, "Hey, I have a great critical insurance plan" they will shut me down and I'll get no further.
I like the way you put it. It's fast and gets to the heart of things without being pushy. Thanks!