- 9,744
No, not really.
For many moons and suns, agents have also grown their business through direct mail, seminar marketing, print advertising, and the more traditional marketing methods.
Cold Calling Without a Gimmicky Script
- Thread starter squeed
- Start date
No, not really.
For many moons and suns, agents have also grown their business through direct mail, seminar marketing, print advertising, and the more traditional marketing methods.
- 14,808
All true. All we know at this point is the average IQ of anyone who wanders onto some random website and puts in their real name, address and phone number is about 10 points higher than Downs Syndrome.
batistasmith
New Member
- 10
I'm wondering if anyone has tried and succeeded with a more straight forward, yet still scripted approach.
- 7,790
Of course they have.
- 1,641
Some guys are still having success with Arn's old script:
"Is your dad a lumberjack? Cause when I look at you I get wood."
"Is your dad a lumberjack? Cause when I look at you I get wood."
- 7,790
Ed Sikorsky
New Member
- 5
A clean, very brief script is key. You probably believe that you want to "get them to say yes" as soon as possible. Well, you WANT them to say "yes", obviously. But friends, if they are going to say "yes" that day, you don't really need to persuade them, because that day they are ready. Cold-calling is a lot like fishing. You cast a lot, and catch a few fish, or no fish, or a lot of fish. The very best fishermen in the world come home empty, a lot. The best baseball players in the world have a batting average of around .300 (or less). That's a 70 percent fail rate, friends.
So remember, when you cold-call,
Feel free to reach out if you need any help later. Remember the points made above, and that there are no shortcuts. If there were, we'd ALL use them.
Ed Sikorsky,
Big-Payday.com
So remember, when you cold-call,
- make sure you are calling the right kinds of businesses
- make sure you are talking to someone authorized to say "yes"
- make sure you are in a place where you can make calls for a couple of hours with ZERO disturbances
- wear a headset with earpieces that cover both of your ears
- sit in a chair that is hard-bottomed. Yes, hard-bottomed. It is proven that negotiators who sit in hard chairs come out on top more than people who negotiate from soft, comfy chairs
- keep your presentation SHORT. SHORT.
- if you are technologically savvy, use technology to index your database for you, and to dial the numbers for you
- be mentally prepared to make 50 calls per appointment. Some will be disconnects, some busy, most "no", some call-backs, etc.
Feel free to reach out if you need any help later. Remember the points made above, and that there are no shortcuts. If there were, we'd ALL use them.
Ed Sikorsky,
Big-Payday.com
JacquesWerth
Expert
Re: WARM Calling Without a Gimmicky Script
Prospects won't buy from agents they don't believe. If you have convinced yourself that you are not trying to sell the prospect anything, you are probably the only person in the world who believes you.
The first time you call a well targeted prospect, it is a "Cold Call." Each subsequent call to that prospect is a "Warm Call."
Regardless of what you are selling, the vast majority of prospects will say "No" the first time that you call them. That is because people buy in their own time, for their own reasons and very few prospects are ready to buy what you are selling the first time you call them.
Within the first 10 seconds, most prospects determine whether they want to listen to you at all. By the end of 20 seconds they will have decided whether they want to buy what you are offered them now – or not. They also decide whether they will ever take another call from you – or not.
So, the objective is to tell them:
1. Your name and the company you represent (even if it's just you).
2. A quick description of what you sell.
3. Two features (not benefits) of your products and services.
Ask if what you offered is what they want.
[Say all of that within 45 words]
Never use the word "interested." Interested prospects seldom buy. They just pick your brains.
If the prospect says "No," you say, "Okay, good bye."
Prospects appreciate the brevity and feel no pain from that type of call. They just feel respected. And, over 90 percent will take your next call. And, they will keep taking your calls as long as you keep changing the wording of your offers.
People are much more likely to say "Yes," when you give them the option to say "No."
That is how you develop favorable front of the mind awareness of you within a large target market. Each time you call, a higher percentage of prospects will say "Yes,"
If you read our book at least three times, you will probably understand why most people react so well to this kind of selling. If not, just tell us you want your money back.
Prospects won't buy from agents they don't believe. If you have convinced yourself that you are not trying to sell the prospect anything, you are probably the only person in the world who believes you.
The first time you call a well targeted prospect, it is a "Cold Call." Each subsequent call to that prospect is a "Warm Call."
Regardless of what you are selling, the vast majority of prospects will say "No" the first time that you call them. That is because people buy in their own time, for their own reasons and very few prospects are ready to buy what you are selling the first time you call them.
Within the first 10 seconds, most prospects determine whether they want to listen to you at all. By the end of 20 seconds they will have decided whether they want to buy what you are offered them now – or not. They also decide whether they will ever take another call from you – or not.
So, the objective is to tell them:
1. Your name and the company you represent (even if it's just you).
2. A quick description of what you sell.
3. Two features (not benefits) of your products and services.
Ask if what you offered is what they want.
[Say all of that within 45 words]
Never use the word "interested." Interested prospects seldom buy. They just pick your brains.
If the prospect says "No," you say, "Okay, good bye."
Prospects appreciate the brevity and feel no pain from that type of call. They just feel respected. And, over 90 percent will take your next call. And, they will keep taking your calls as long as you keep changing the wording of your offers.
People are much more likely to say "Yes," when you give them the option to say "No."
That is how you develop favorable front of the mind awareness of you within a large target market. Each time you call, a higher percentage of prospects will say "Yes,"
If you read our book at least three times, you will probably understand why most people react so well to this kind of selling. If not, just tell us you want your money back.
- 523
Gorn
New Member
- 14
I would recommend a Sandler Sales Training class. Look up Sandler office in your area and then sign up for their program. The Sandler methods are phenomenal.
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