prepared to get back to work and get results quickly is to be
great at cold-call prospecting. Another reason to cold call is
that unless you have all the prospects you need via referrals
and other preferred methods, and very few salespeople do,
you need to cold call to fill the gap.
All of the above said, is cold calling the best, most effective
way to get prospects? No. Is it the preferred method? No.
Yet, even when you are at the top of your game, have tons
of business and prospects and perhaps even when close
to retirement, you should still do some cold calling from
time to time. Cold calling will keep you alive, engaged, and
in the game. The primary point behind the exercise of
pure cold calling is not to actually get appointments, even
though you’ll still get a few. The primary point is to stay
sharp and to continue to conquer fear, which is what stops
most salespeople. Everyone should get good at stepping out
of their comfort zone and facing fears. Pure, unvarnished
cold calling will achieve that end faster than any other
activity you can partake in.
W
how to cold call
Step 1. Prepare
Who are you calling on and what is important to them?
Why should
the prospect
be interested
Don’t Your Policyholders
in listening to
Deserve A Company with an
what you have
to say and why
should they
be interested
Rating from the A.M.
in eventually
meeting with
Best Company?
you? You have to
Check Out All KANSAS MUTUAL
know what the
Has to Offer:
most important
- Competitive rates
benefits are to
- Excellent service for over 115 years
your audience
- Simple online quoting system
and design your
- Optional coverage available for
sewer back up & replacement cost
cold call around
on rental dwellings
those benefits.
- Easy access to our personnel
Step 2. Get
scripted
www.kansasmutual.net
1.800.873.5642
Once you know
what’s important
to them and what
you want to say,
you need to get it
down word for word. In addition to a scripted cold call, you
also want to have scripted answers to questions, concerns,
and anything that might come up during your call. You
then need to practice these until you are at the point that
someone could wake you up at 3 a.m. and these answers
would roll off your tongue verbatim.
Step 3. Make the call, get their attention, and ask for
the appointment
Make a big claim centered around the top benefit that will
mean most to the prospect and ask for a meeting. Your call
might sound like this, “Hi Joe, John Chapin. We’ve been
saving companies like yours 56%