Cold Calling Tips You Can Count On

Cold Calling Tips you Can Count On

To start, let us first explain the definition of cold calling.
Cold calling is a last option for those insurance agents or financial planners (or anyone getting ready to sell their products and services) that have absolutely no funds to spend on a prospecting letters system.
Cold calling is also not looked upon favorably by most business owners (and consumers, but the new law may not allow you to call customers at home in your state. Here are some information on the do not call list.)
So if you are going to call a business owner and you do have some funds to spend on a sequence of prospecting letters, do yourself a favor and make cold calling easier.
So you want to cold call and hammer up some business? OK, here are are some solid cold calling advice you can use in your prospecting efforts TODAY...

Cold calling tip #1:
Get an updated list of phone numbers and contact names. There is no bigger waste of time than acquiring an outdated list and then getting wrong numbers because you end up looking like an idiot when you find out the person you are trying to call is gone.
Find a good list broker, or use the SRDS.
If you use a free list spend some money and have your list cleaned by a professional.

Cold calling tip #2:
Be prepared. Prepare what you are going to say to the gatekeeper and the person you are trying to reach. Master it like the back of your hand. Know how to answer every doubts you'll get from the gatekeeper and the contact person (and take notes on objections you couldn't handle and work with someone who may be able to brush it out with you.)

Cold calling tip #3:
Smile. Make sure you are smiling each time you pick up the phone when you make a call. A smile radiates through the phone. It does. Just do it! Grab a mirror and make certain you see yourself smiling on the phone and check your posture as well. Smiling and posture WILL make a big difference.

Cold calling tip #4:
'How's it going?' Never ask the gatekeeper or prospective customer how they are doing. Be straight to the point of your call and don't waste their time with nonsense chatter.

Cold calling tip #5:
Know the business you are calling. You must be able to show that you are informed about the business you are calling so you can match up your dialogue with some aspects of the business that need 'fixing.'

Cold calling tip #6:
Know the person you are talking to. If the prospects are C level, for example, these people are thinking more in terms of the 'big picture'. So talking about technical things and sophisticated features will not land you appointments. Explain the benefits of what you can do for them if they meet with you. Build solid benefits that they can relate too...For example, how are they going to profit from it and how will it affect their bottom line?

Cold calling tip #7:
Acknowledge their time limitation, "I know your busy and your time is important, all I need is 30 seconds to go over why you should meet with me and how we can (name of benefit of your services... be very specific...percentages & numbers).

Tip #8:
Make a guarantee. "If after you meet with me you are not convinced that I can (name of benefit of your services) I will gladly remunerate you or your favorite charity $50, no questions asked. How does Wednesday at 11:30 sound? Or would Thursday at 10:30 be better?"
Sounds overconfident? Try it. I bet you will see amazing results. Or, read this article on appointment setting for more useful tips.

Tip #9:
Confirm. Ask your prospect to note down the appointment. This shows that they are serious.

Tip #10:
Feel Felt Found...
If you are stuck on any objection, always return to the ol' FEEL Felt Found...
'I understand exactly how you’re feeling. Several of our Platinum clients FELT the same way. But after they acquired (the benefits of your services) they DISCOVERED it was a perfect fit (or whatever...yada, yada, yada.)

These cold calling tips WILL help you get more appointments. But you can't take shortcuts. Read through these tips, and work on the ones you are not comfortable with.
Like I said at the begining, cold calling is only necessary if you do not have the money to send a sequenced mailing to your prospects first (and you have to create an effective letter system. An old letter and envelope will be a waste of your time). So only cold call if you are truly desperate for appointments today. Otherwise make life easier and MUCH more fun. Use efficient prospecting letters in your marketing efforts.

VIA Insurance Leads Advisor

kword: life insurance leads