New Problem Setting Appts

[jdeasy]

When I did direct mail, I always just went to the door with card in hand. Knock on the door, if they don't have time right then, I would set the appointment to come back later.

What does that have to do with the discussion on setting appointments by phone?

 

[onefastpony]

I think that's too much qualifying plus I don't "ask" if they have time. I see nothing wrong with asking them if they remember the card if they don't seem to know what I'm calling about. I ask that pretty regularly.

"I'm calling for John or Mary Jones". If the answer is this is John then, "Mr. Jones, this is JD with (my company) and I'm calling because we are the people you returned a request for information to about our final expense life insurance plans and I'm the the gujy that takes care of those in your area. That's why I'm calling today, I'm goling to be in your town tomorrow and I need 10 minutes of your time to go over that. Will you be home at 10:00 in the morning?"

Only after getting a yes to that question do I confirm the address. then it's "see you tomorrow at about 10".

JD,

I really like your phone script and I'm going to start utilizing that. I feel that in order to be more productive I need to set appointments rather than door knock.

I know that in you call you mention that you are contacting them about the information about the final expense LIFE INSURANCE plans. How do you handle it when they say that they already have life insurance and they thought it was something else?

Your advice and tutelage is always appreciated.

Chris

 

[jdeasy]

JD,

I really like your phone script and I'm going to start utilizing that. I feel that in order to be more productive I need to set appointments rather than door knock.

I know that in you call you mention that you are contacting them about the information about the final expense LIFE INSURANCE plans. How do you handle it when they say that they already have life insurance and they thought it was something else?

Your advice and tutelage is always appreciated.

Chris

That's just something you have to learn a sixth sense about. Not going to be a stand ard answer. I might just ask, "what do you have now?". If they tell me they have AARP or Globe or LH or Penn Life or anything like that then I tell them they really need to meet with me to go over that.

Doesn't come up that often that they balk at meeting just because they already have insurance. Most likely they had the insurance when they mailed in the card.

If they have bought since mailing in the card then I can usually save them money so they are willing to meet over that. Most of the time I won't go into any details. I'll just say, "we'll go over that when I'm there".

The less talking on the phone the better.

 

[Biggin]

My phone "script" is similar to JD's and similar to Travis'. I just interject my sense of humor and "folksy" style. Instead of "would 10am or 2pm be better" I found I get better results with "Now Mary, let me ask ya, do you get up with the chickens or would afternoon be better" I always say this with a "laugh in my voice". I also find that when I introduce myself as "Kevin with Michigan Senior Benefits" instead of just using my name I get much better results. Also when I slow way down when I say "final expense life insurance programs" and then back to regular speed when I follow with "you know, the ones that help pay for funeral expenses?" I get much better results. If you call enough you'll find what works and what doesn't. I've tried some crazy stuff because you never know what might work.

 

[rndz7]

" The less talking on the phone, the better. " JD.

Amen.