Overcoming Cold Calling Reluctance

[mmaedelins]

Well since your on the P&C side, develop X dates, and ask to follow up to beat their quotes. I would focus more on saving them money. Getting a commitment before you review the policy is a big motivator to follow through because psychologically people don't want to mismatch their idea of themselves.
Ask them, "if I am able to show you how you can save money for the same coverage, would you be open to taking an application when we sit down"...no one wants to consider themselves close minded.
Taking the application should be a simple extension of the meeting, if your saving them money.
Here's some articles to help you out
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How to Sell to Customers Who Think They Are Invulnerable | Neuromarketing

The key to selling these "invulnerable" customers is to point out the risks not to them, but to others. Those others could be family members, for example, or others they endanger (like the patients in the hospital study). Or employees for people who don't have insurance, or enough insurance.

How Loss Can Be a Winning Strategy | Neuromarketing | Neuromarketing

The Neuromarketing takeaway here is that expressing the outcome of NOT buying your product or service as a loss will convert more potential customers into buyers. If your product can save a customer $100, don't express that in terms of saving:
Also you could piggyback this principle with the above...good luck!

Great articles! Thanks! I like the idea of rephrasing the savings into a potential loss for them. I'm definitely going to give that a shot!

 

[Tampa Bay Rep]

Thank you Tampa Bay Rep for a great link. I've explored the site pretty thoroughly and signed up for the newsletter. I even took the time to view some of Keith Rosen's videos. This is what I love about this website. There is so much sharing. And for a newbie independent like myself it can be lonely out there. I've learned some much on this forum!

I just noticed your comment. Your welcome. I'm glad you were able to get a lot of good info from their site.

 

[Franz Kafka]

Anyone who has to call strangers and offer to sell them something always is at least a little bit scared. The act of calling and trying to sell something to strangers is commonly known as cold-calling. Despite the fact that cold-calling can be stressful, it can also be very lucrative. All you have to do is commit to make the calls. However, before this can happen you have to work at overcoming your cold-calling fears.

People can only reject us when we're hoping for something. If there's nothing for them to reject, then calling strangers becomes much less stressful. The toughest part is not to hope for anything and that can be done if we just .. stop .. hoping for anything and fight the urge to start hoping for anything.

This is not the only way to go about cold calling but IMO probably the easiest.

 

[funeraldirector]

People can only reject us when we're hoping for something. If there's nothing for them to reject, then calling strangers becomes much less stressful. The toughest part is not to hope for anything and that can be done if we just .. stop .. hoping for anything and fight the urge to start hoping for anything.

This is not the only way to go about cold calling but IMO probably the easiest.

Very Zen. We suffer because we desire. New agents suffer in the field because they have high, super high expectations. To mix civilizations, they are looking for love in all the wrong places...