Another question for the cold calling crew

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Oct 27, 2009 9:43 am

i don't know what everyone else on here cold call's for, whether it be seminar's, bonds, intro's, etc....regardless, i am a lead generating machine, but despite the small percentage that actually show up to our seminars and get a chance to see us in person, how does everyone else go about the next step?

 
for example, afte bailing on a couple seminars i always try and take the next step for those that are interested in what we offer by having them fill out a formal questionnaire.  But after i send it there way, the percentage of people that actually send it back is even smaller.  My gut tells me that people are affraid to disclose personal information to someone they've never met, especially with all the crookedness going on out there the last year. 
 
any idea's on how to progress this stage?
Oct 27, 2009 10:49 am

My gut tells me they don't feel like responding to your questionnaire. What value are you providing by asking them to do something FOR you? You work for them, remember (or want to).



Provide an incentive for them to fill it out. The first five people who send in this questionnaire will get a dinner for two at Ruth's Chris Steakhouse with no brokers or wholesalers.

Oct 27, 2009 12:54 pm

great point.  thanks for the insight. 

Oct 27, 2009 2:20 pm

I think it is just too much work for a prospect to fill something out and send it back in with no value..

 
I agree with Moraen to a point, but then you might just attract people looking for something free.
 
I would try to create value some how.. Free financial plan including Monte Carlo simulation($500 value). or imply the $500 value. Waived for first 10 respondents..
 
But I am not sure who you are sending this to? Is it people who have attended your seminars or declined to attend?
Oct 27, 2009 2:29 pm

yeah thats exactly what it is squash, it is people who showed an interest in attending the seminar.  those who are serious we offer them a complimentary review of their situation.  since they (for some reason, always something different) did not attend the seminar, still make them the same offer.  however, it's about 10x easier to work with people we've met at seminars as apposed to those we've only been on contact with via the telephone.  theres definitely a missing link to my equation haha. 


 
I just feel like my prospects are hesitant to send me such information on their financial well being without ever really meeting me in person, and was wondering if anyone has had this situation and or how they dealt with it or would have dealt with it.
Oct 27, 2009 2:37 pm

If they are making excuses why they didn't come to the seminar, chances are they didn't want to come(unless plate lickers or info hounds).


I am not sure anything would get them to fill something out.  Maybe requalify and try to set appt... if not i think you are just spinning your wheels..
 
On a side note.... What is your response rate for seminars? Do you mail out invites or just call to fill seats. If you just call how many dials does it take to put 12 buying units in a room?
Oct 27, 2009 2:46 pm

I think your right.  It's been our gameplan since I started so i've just assumed it's been branded as successful.  I work at an Indy, and we niche market a local industry that has probably 10,000-20,000 employee's spread out throughout our area.  We host these seminar's pretty close to their job site.  HOWEVER, we don't serve dinner, instead hor d'ourves and our presentation which is highly relevant to their situations. 

 
Granted some people might not be able to get out of work on time, but we cold call the business to fill seats and gain prospects, and as of lately have had pretty good success.  I guess a good equation would be 300-400 dials a day 5 days a week for a month will give our cold callers we hire 40-50 invites out which will produce probably about 20 people who don't cancel and say they will show up, and then usually right about 15 who do show up.  i'd say we've pulled good business out of those more times than we haven't.