Q. Can I increase my sales using cold calls?
A. For many new agents entering the industry, and even some old pro’s, cold-calling for new prospects is a way of life. Some of the best advice I’ve ever received is, “find the least desirable business or way to do business, do it well, and you’ll never compete for customers again.” In short – yes, cold calls can increase your sales. In the world of insurance marketing, cold-calling is arguably the least desirable method for obtaining new prospects. However, it can be a rewarding and profitable method for building the block of business others could only dream.
Below are a few things to consider to make cold-calling an enjoyable experience:
- Use a script to keep you on track, however, know when it’s time to divert from it
- Ask questions to gain valuable insight into their needs
- Know which products you’re permitted to make outbound calls on
- Tell the client what makes you stand out but make the call about them
- Know the laws of your state as about outbound calls
- Don’t give up if you don’t make the sale on the first call
- Track your activity
- Be prepared to overcome objections and explain thoroughly
- More Information = More Sales
We can help you develop a script based on the niche market you are targeting. Remember, all marketing strategies and conversations are not one-size-fits-all. Just like your product offering and portfolio, your scripts should vary based on the prospect you’re cold calling. Additionally, you will want to know the ins and outs of all of the products that are viable for your prospect.
Because of the Telephone Consumer Protection Act, there are many rules you need to know that involve cold-calling. The TCPA applies to calls to both individuals and businesses, including telemarketing calls and calls made for other business purposes, like informational calls. The legal requirements are more restrictive for certain types of calls, such as prerecorded calls, artificial voices, SMS text messages, and calls made to mobile phones. It’s also very important to “scrub” your list against the Do Not Call Registry (DNC). The National Do Not Call Registry is a list of phone numbers from consumers who have indicated their preference to limit the telemarketing calls they receive. The Registry is managed by the Federal Trade Commission (FTC), the nation’s consumer protection agency. It is enforced by the FTC, the Federal Communications Commission (FCC), and state officials. For more information regarding how rules of the road for the TCPA you can visit Agent Pipeline’s Compliance Department for FAQs.
It’s also important to not give up if you don’t make the sale on the first call. It’s a good practice to at least make three follow-up calls because disqualifying the prospect. Tracking your activity with the number of calls, or dispositions (behaviors/actions taken) of these prospects is also very beneficial as it will keep you focused and organized during your cold-calling times. It’s a good idea to set aside a minimum of two hours per day to focus on cold-calling. Depending on your target audience, you will want to block of these hours based on the availability of your prospects. For example, if you’re targeting younger families; calling during the day is not an ideal time to make contact.
Working with your representative at Agent Pipeline can help provide you with the product knowledge, opportunity, and more information regarding overcoming common objections. We can work with you to build a compliant calling program and script design that will result in cold-calling success. If you would like to take advantage of this unique opportunity, contact us at 800-962-4693 and ask about how to get started with Agent Pipeline!
– J.R. Rucker, Regional Vice President
J.R. Rucker is a Regional Vice President specializing in Medicare Sales. J.R. has been with Agent Pipeline for over 14 years and helps support independent agents and agencies in the states of Washington, Oregon, Indiana, Kentucky, and Florida. If you would like to speak with J.R. about agency building programs, leads, and other unique opportunities provided by partnering with Agent Pipeline, you can contact him directly at jr@agentpipeline.com or by calling 800-962-4693 ext. 6461.
