How is This Cold Calling Script

[Robert_Brown]

I'm trying to get comfortable with cold calling. I think if I was confident in my script, it would help.

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"Hi is this ______?, Hi______, My name is Robert Brown. I know you don't recognize my name, but I promise I'm not a telemarketer, and I'll make this short."

"The reason I'm calling is because I work with small business owners in Arkansas, like you..."
"The company I work for is Aflac..."

"I'm an advisor. What I do is educate employers about how Aflac helps their employees, this is very quick and doesn't have any out-of-pocket cost for you."

"Now, I'm going to be in your area the next few days, when may I stop by to give you this information?".
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Also, how do you know when you should pause? I don't want to run too fast through this script. How should your tone of voice be?

 

[moonlightandmargaritas]

Re: How is This Script

They don't care about "what you do". They care about "what they need".

Let's start here:

What are three problems that business owners are having that can be solved by signing up with/offering their employees AFLAC?

Where's your manager?

 

[Robert_Brown]

Re: How is This Script

It covers the gaps in their existing insurance.
it's easy to administer.
and it helps attract and retain employees.

 

[moonlightandmargaritas]

Re: How is This Script

It covers the gaps in their existing insurance.
it's easy to administer.
and it helps attract and retain employees.

Good, now we're thinking. Your only initial goal is to get them to engage in some conversation. Might sound like this:

"Dick, this is Robert Brown. I don't suppose that name is familiar to you?

I've been talking with a lot of business owners who have some concern with the cost of retaining the best employees, have some frustration in administering their benefit package, and are a little worried about gaps in their existing plan. I don't suppose any of those are concerns of yours?"

It's important to leave AFLAC out of the opening - with the majority of them, once they hear it, you're done. Most of them have been inundated with more AFLAC "pitches" than they can stand...

That's a good opening for a call. Capiche?

 

[DHK]

Re: How is This Script

Here was my script when I was with Combined Insurance (and no, they didn't teach it to me).

"Hello Mr. Bigg? This is DHK. I'm the local Combined insurance agent here in (name of city). Do you have a quick minute to talk?

The reason I'm calling is... you know how health insurance pays the doctors and hospitals when you get sick or hurt? Well, our policies pay YOU. I'd like to come by for 15 minutes, show you what I've got, and you can judge it for yourself. In your line of work, would mornings or afternoons work better for you? (or) I'll be in your area talking to _____, could I stop by around 3pm and shake your hand?"

Then you hammer out a time to quickly show the work you do.

You'll notice that I gave the other person 2 chances to hang up on me. One was when they picked up the phone. They didn't have to answer, so I assume they've got a quick minute. The other was in asking if they had a quick minute - even after I told him that I was an insurance agent. I described what I did without giving any specific details.

The problem you will have, is that everyone and their dog has heard of Aflac. So, I would be truthful and simply introduce yourself as an independent insurance agent here in (city). Since you are paid on a 1099 basis, it IS true.

Now these appointments aren't going to be "the most firm" appointments you'll ever set. Sometimes, you'll simply have to invite yourself over for a specific day and time.

"How about I stop by on Monday at 9:30am? We'll see how your morning is going and if you'll have a few minutes. If your business is too busy, we'll reschedule. Your business needs come first. I never get in the way of a business making money."

At that point, you're more than likely to agree to a time, knowing that you will respect their time and their business needs, over pushing your agenda - especially if it's a good time for their business.

 

[theinsuranceman]

Re: How is This Script

Good, now we're thinking. Your only initial goal is to get them to engage in some conversation. Might sound like this:

"Dick, this is Robert Brown. I don't suppose that name is familiar to you?

I've been talking with a lot of business owners who have some concern with the cost of retaining the best employees, have some frustration in administering their benefit package, and are a little worried about gaps in their existing plan. I don't suppose any of those are concerns of yours?"

It's important to leave AFLAC out of the opening - with the majority of them, once they hear it, you're done. Most of them have been inundated with more AFLAC "pitches" than they can stand...

That's a good opening for a call. Capiche?

One of your better posts.

 

[moonlightandmargaritas]

Re: How is This Script

One of your better posts.

Thank you very much (with bow)....

 

[GreenSky]

Re: How is This Script

Thank you very much (with bow)....

Although I barely read it, I'm sure I didn't like it.

Rick

 

[moonlightandmargaritas]

Re: How is This Script

Although I barely read it, I'm sure I didn't like it.

No problem. Since you don't like anything, I'm OK with that.

 

[Robert_Brown]

Re: How is This Script

Good information here. Thank you everybody.