| No insurance agent likes cold calling, but cold calling | | | | - Prepare in advance for possible objections. |
| remains an important sales tool for many insurance | | | | - Determine what information is most valuable for |
| agencies. Though there are many more current tools | | | | you to learn from the prospect and ask those |
| and methods available, ranging from social media | | | | questions during the call - for example, x-date, # of |
| marketing to eMarketing and search engine | | | | employees, claims history, etc. |
| optimization, with the right approach, cold calling can | | | | - Gather as much contact information as possible |
| be effective and productive. From a productivity | | | | from the prospect - email, direct phone or extension, |
| perspective I've found that there are a number of | | | | title, correct name spelling. |
| best practices designed to maximize insurance | | | | - If you have interest, end the call with next steps - |
| agency cold calling, or as some refer to it | | | | set up a follow up meeting, send more information |
| telemarketing, for potential success. | | | | via email, or invite the prospect to an upcoming |
| - Start with a quality list - outdated and incorrect | | | | webinar. Whenever possible get a commitment for |
| information wastes time and resources | | | | the next action item with your prospect, and be |
| - Create a compelling elevator pitch - 30 seconds or | | | | specific about the time and date of that item. It |
| less, conveying your value proposition in two or three | | | | might be a follow-up call, a web meeting, an on-site |
| bullet points. | | | | meeting or an opportunity to examine their current |
| - If you're struggling to identify your unique value | | | | coverage. |
| proposition in 30 seconds, use this as an opportunity | | | | These steps may seem simple and even obvious, but |
| to clearly define and refine it - without a unique value | | | | it's surprising how often agents, producers or even |
| proposition, it will be difficult to convince a prospect | | | | veteran insurance salespeople neglect some or all of |
| to further engage in discussion | | | | these practices. By strictly adhering to these best |
| - Practice the pitch with a colleague, boss or a client | | | | practices, insurance agents are afforded the best |
| before trying it on prospects and solicit candid | | | | potential for cold calling and or telemarketing success. |
| feedback. | | | | |