Making a sales call in person is totally different from calling leads over the phone. Doing cold calls require you to get the interest of the person right away. However, if you want to succeed in your work, then, doing it correctly will help you to achieve your sales target. Having a script will guide you to do cold calls confidently.
Internet leads usually come to you in real time meaning it is sent to your inbox minutes after the information has been encoded in the lead generation system. It is best to contact the person right away to take advantage of the situation while he or she is interested in getting an insurance policy. When making a call, introduce yourself right away when you are sure that you are speaking to the correct person listed in the information given to you. You can start your conversation with this:
?Hello! May I speak with Frank Jones please? ?. This is Mark Simms from XYZ Insurance Company. I?m calling regarding your online request for information on health insurance policies. According to the information that I have with me, you are interested in [state the request of the client], did I get that correctly??
Once you have started the conversation with the prospective client, keep it light. The trick here is to make the client feel that he is not taken advantage of. Your mind shift should be helping out the client and not making the sale right away. You will definitely turn off your prospect when you do too much of a hard sell. Acknowledge the client and make him feel that he has made the right decision in speaking with you. You may use this line in making him talk more:
?I am here to help you out know more about the options that you have. You can ask me any questions regarding health insurance. I will be glad to help you out with it and provide the information that you need.?
Do not be discouraged if the contact asks more time to review the information that he got from you. All of us would like to weigh in our options to be sure that we are getting the best product. You can still use the situation to your advantage.
?Yes you are right. You should go over the information and the other options that you have. So when is the best time for me to call on you again? Is next Thursday alright with you? Do you prefer to be contacted via phone or would you rather receive an email??
This way, you are not pressuring the client in making the decision right away. If the client agrees with the date that you scheduled or gave another date, do not forget about it. Write it down right away in your calendar and make a reminder alarm to make sure that you do not forget.
Getting leads that have been pre-qualified makes cold callings easier because you are assured of the quality of the lead. It may not come out naturally at first but practicing it over and over will make you comfortable using it. When you are already relaxed, then, confidence will take over and that will make you close more sales easier. Having a script for your calls will facilitate in closing out that lead successfully.