Cold Calling Without a Gimmicky Script

[sclance]

I've been selling life insurance for two years and this is the cold calling script I use:

"Mr. / Mrs. _____________, my name is ___________ and I'm the local field underwriter for ____________. My call is to schedule an appointment to review your life insurance coverage to make sure you're not overpaying and you have the right type of insurance."

That's it! Short and to the point: you are calling a potential client to schedule an appointment to present insurance products to them to address any issues/needs they have.

If they're interested, schedule the appointment! If they give you an objection, it will probably one of (3) objections I get: (1) I already have insurance; (2) I'm happy with the insurance I have; or, (3) I'm not interested.

One rebuttal fits all of these: "I understand but I just wanted you to know that insurance rates have fallen in recent years and there is a good chance you are paying too much for what you need. I can see you on ____________ at ________, does that day and time work with your schedule?" If they still persist with their objection, just say "Thank you for your time."

When you cold call you are prospecting like a gold miner. And just like a miner, you have to sort through a lot of dirt (the "no" people) to find the gold (client).

 

[Mckinneyins]

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,

• 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.

That's the "secret". Lots of focused calls, tolerate the rejection and keep your chin up. Cold-calling is the toughest sport in sales and most people fail miserably at it. I know. Last year I personally made over 11,000 outbound cold calls, and it was a slow, difficult year. But those calls produced a huge third trimester for 2009.
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

I'm curious Ed as to how you can make such a statement since I as a DCS with Aflac has called on your company for 3 weeks now to inquire about your service's, have received NO response form you or anyone within your company. I have also tried looking your company within other Aflac Agents in the Katy area and NO One has heard of you or has used you? Yet on your site you say you are an exclusive appointment setting company for Aflac Agents? Very troubling?

 

[dizzy]

How is this ?
Hello MR_______________ , my name is Michelle, recently you purchased a home with in the last several months. Correct ? Yes /no
I know how hard moving can be and all the thing that went in to buying your home. I specifically work with people , who just have not had the time to look into mortgage insurance. It the type of insurance, if you get sick or pass away your family can maintain living in your home. Most people think about after they move in , and want to get information on how much it would cost and see what is needed . Our office would like to spend a few minutes with you no more than 15 minute to see if this is something that would be beneficial family.

 

[Matt B]

I'm much more of a straightforward approach when dealing with business owners. I am one and I know what I like to hear. Someone who is confident, relaxed and to the point. If you know your good at what you do and where you do, then say so, and ask to get together.

Hi John my name is _______ I own an Erie insurance office not far from you. Reason for my call is I've worked specifically with (his type of biz) for 10 years very successfully. Before your renewal in June would like to get together. How about Monday at 9?

 

[carroll]

I can recognize a scripted call within 5 seconds....click!

 

[briko3]

I can recognize a scripted call within 5 seconds....click!

We'll never be able to hide the fact that its a sales call, nor should we try. And every call is scripted if you're calling for business. No magic is going to make someone buy that isn't in the market. The biggest thing we should strive for is being relaxed and having confidence.

 

[JacquesWerth]

We'll never be able to hide the fact that its a sales call, nor should we try. And every call is scripted if you're calling for business. No magic is going to make someone buy that isn't in the market. The biggest thing we should strive for is being relaxed and having confidence.

I agree.

Statistically speaking:
No prospecting offer should contain more than 45 words.
No prospecting offer should contain more than 4 concepts.
No prospecting offer should contain more than 2 features.
No prospecting offer should contain any benefits.
Every prospecting offer should ask whether what you are offering is what the prospect wants.

If the prospect says "Yes," you should say "Why?" Then write down everything the prospect says before you suggest an appointment.

That should upset some hornets nests.

 

[pcbinsurance]

Not sure why this will upset any "hornets nests".

Seems like solid information to me for obtaining an appointment.

 

[BukiRob]

Yeah, but if you do that 20-30 times cold calling, it will become smooth and "sound like a script".

BULL CRAP.... No one actually converses like any script Ive ever read... you use a script and I will tell in less than 30 seconds your not having a conversation... the only think you;ll hear from me is CLICK

 

[briko3]

BULL CRAP.... No one actually converses like any script Ive ever read... you use a script and I will tell in less than 30 seconds your not having a conversation... the only think you;ll hear from me is CLICK

After 30 seconds, it shouldn't still be a script or you deserve to get hung up on. Everyone that makes calls for business will start to say the same thing when they first talk to someone. That's a script, if you call it that or not. The point is to sound confident and calm and transition in to a conversation. Some people will hang up, some people won't...that's true no matter what you say or how you say it.

The first part of every sales call is a script unless you're winging it and it's the first call you have ever made.