Cold call script?

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Feb 16, 2009 4:05 pm

I've read about this cold calling that a lot of folks on here use, but I'd like to know more about it.  What I've heard is, it's not good to offer a specific product as a lead in to the call; but more appropriate to try and  get an appointment.

 
My question is, can someone post a successful script they use to get an appointment on a cold call, one from some sort of list?  I've got a list I purchased a year ago but honestly it became overwhelming trying to mail a postcard and then visit.  I tried a few on the phone but was focused on a bond or something.
 
I'd like to take my business up to one day a $1M business, and would like to accelerate that process.
 
Thanks.
Feb 16, 2009 8:11 pm

Why did you mail a postcard?

Feb 16, 2009 8:29 pm
wp_fan:

I've read about this cold calling that a lot of folks on here use, but I'd like to know more about it.  What I've heard is, it's not good to offer a specific product as a lead in to the call; but more appropriate to try and  get an appointment.

 
My question is, can someone post a successful script they use to get an appointment on a cold call, one from some sort of list?  I've got a list I purchased a year ago but honestly it became overwhelming trying to mail a postcard and then visit.  I tried a few on the phone but was focused on a bond or something.
 
I'd like to take my business up to one day a $1M business, and would like to accelerate that process.
 
Thanks.



Try this... "Hello. It's taken me a year to muster the guts to call you. I'm sorry to bother you. Good bye."

Feb 16, 2009 8:35 pm
anonymous:

Why did you mail a postcard?

 
You know, I just thought sending out a rate card might help create a bridge to call about some rate.  I soon found out it was both difficult and expensive to keep up.
 
One thing I've never done is call someone with no pre introduction, either from a personal meeting or a postcard; so I'm just looking for a general idea of what someone does in this case.
Feb 16, 2009 8:36 pm
IPWNYOU:
wp_fan:

I've read about this cold calling that a lot of folks on here use, but I'd like to know more about it.  What I've heard is, it's not good to offer a specific product as a lead in to the call; but more appropriate to try and  get an appointment.

 
My question is, can someone post a successful script they use to get an appointment on a cold call, one from some sort of list?  I've got a list I purchased a year ago but honestly it became overwhelming trying to mail a postcard and then visit.  I tried a few on the phone but was focused on a bond or something.
 
I'd like to take my business up to one day a $1M business, and would like to accelerate that process.
 
Thanks.



Try this... "Hello. It's taken me a year to muster the guts to call you. I'm sorry to bother you. Good bye."

 
Why would you even take the time out of your life to reply with such a silly response?
Feb 16, 2009 8:51 pm
wp_fan:
IPWNYOU:
wp_fan:

I've read about this cold calling that a lot of folks on here use, but I'd like to know more about it.  What I've heard is, it's not good to offer a specific product as a lead in to the call; but more appropriate to try and  get an appointment.

 
My question is, can someone post a successful script they use to get an appointment on a cold call, one from some sort of list?  I've got a list I purchased a year ago but honestly it became overwhelming trying to mail a postcard and then visit.  I tried a few on the phone but was focused on a bond or something.
 
I'd like to take my business up to one day a $1M business, and would like to accelerate that process.
 
Thanks.



Try this... "Hello. It's taken me a year to muster the guts to call you. I'm sorry to bother you. Good bye."

 
Why would you even take the time out of your life to reply with such a silly response?
 
His "silly" response is a good one.  You're sending postcards because it's uncomfortable to pick up the phone and call them. 
 
If you call people and explicitly ask for an appointment, you will set appointments...even if you suck on the phone.
Feb 16, 2009 9:50 pm
anonymous:

[quote=wp_fan][quote=IPWNYOU] [quote=wp_fan]I've read 


His "silly" response is a good one.  You're sending postcards because it's uncomfortable to pick up the phone and call them. 
 
If you call people and explicitly ask for an appointment, you will set appointments...even if you suck on the phone.
 
I'm copying my reason for sending cards below.  It's not that I'm afraid at all, but I just thought that would be more effective.
 

You know, I just thought sending out a rate card might help create a bridge to call about some rate.  I soon found out it was both difficult and expensive to keep up.
 
One thing I've never done is call someone with no pre introduction, either from a personal meeting or a postcard; so I'm just looking for a general idea of what someone does in this case.
 
The last thing I am is afraid, it's just I thought calling without some rate or thing to talk about would be a waste of time.  I'm interested in finding out what people say to get an appointment though.
Feb 16, 2009 10:50 pm
wp_fan:
anonymous:

[quote=wp_fan][quote=IPWNYOU] [quote=wp_fan]I've read 


His "silly" response is a good one.  You're sending postcards because it's uncomfortable to pick up the phone and call them. 
 
If you call people and explicitly ask for an appointment, you will set appointments...even if you suck on the phone.
 
I'm copying my reason for sending cards below.  It's not that I'm afraid at all, but I just thought that would be more effective.
 

You know, I just thought sending out a rate card might help create a bridge to call about some rate.  I soon found out it was both difficult and expensive to keep up.
 
One thing I've never done is call someone with no pre introduction, either from a personal meeting or a postcard; so I'm just looking for a general idea of what someone does in this case.
 
The last thing I am is afraid, it's just I thought calling without some rate or thing to talk about would be a waste of time.  I'm interested in finding out what people say to get an appointment though.



Do you think you're fooling us? Being a coward is not one of your best kept secrets.

Feb 16, 2009 11:30 pm
Here are scripting ideas.
PM me for more.
 
Hi this is ____ calling from ________broker dealer in ______your town USA.
 
We are
~the worlds premier wealth management firm
~a noted investment company
~ Your local advisors.
 
We specialize in
1. Investment solutions for young families, such as IRAs and 529 education plans
2. Guaranteed income for life for retirees
3. Cash backed puts
4. Business Retirement plans
5. Cash Flow Management
6.  Comprehensive portfolio review and Financial Planning
etc.
 
I'm calling tonight to introduce our services.
How is your: :
1. Retirement account and 529 plan working?
2. Income stream now that you are retired?
3. Options trading strategy?
4. Advisor to your company retirement plan working to keep your employees happy?
5. Cash flow enabling your business to function profitably?
6. Financial Plan currently holding up in this economy?
 
They will answer this question. When they do - you have asked and they have given. This is a big concept and a big indication they will continue to play ball (and a totally Zig Ziglar concept).
 
They might tell you that they
1. Have no account and no 529 plan.  (and no money) or a 401k with an employer and 2 kids. {Not the best prospects.  You can book an appointment, but don't have high hopes. Plan to set them up to drip on and make them into raving fans of you.}
2. Are concerned about income stream or all set . These are prospects. (see below for how to handle all set)
3. Not options traders, but have long stocks or not & maybe all set. These are prospects. (see below for how to handle all set) 
4. Pissed with their plan, TPA, or all set. These are prospects. No plan at this time = no money now. You can set one up....but you could also find a plan with some money in it (see below for all set)
5.  Cash flow is not ideal (or all set - see below for all set) These are prospects.
6. Financial Plan is in the hopper or all set. These are prospects.  (see below for how to handle all set)
 
Now you use that information to ask for the appointment. 
 
1. No account and no 529 plan. Why deal with them - they have no $? You can practice asking for an appointment at least. Worst case is they make the appointment, keep the appointment and you convert them into your best referral source by telling them in the appointment you are too expensive for their current needs.
 
2. They have money and either need you now, or you can position yourself into an appointment. Offer to go to their house right now or Ask for an appointment (see below for how to ask) (You think I joke about offer to get off the phone and see them right now. I landed 800k that way once)
 
3. Ask for the appointment right there. (see below for how to ask)
 
4. Woo hoo - Ask for appointment (see below for how to ask)
 
5. Ask for the appointment and check who they are using now.
 
6. Ask for appointment and ask them to bring their current plan.
 
How to ask for an appointment.
~I'm sorry you have concerns about your income. When are you available to meet so that I can hear more about that?
~You clearly have long stock positions and we should talk about your cost basis and the ways to help you manage in this economy. When are you available to meet to review this?
~Since you have concerns as the plan fiduciary, we should meet to review the plan, performance and costs. WHen is a good time to arrange that meeting.
~When is a good time to meet to review your plan?
 
If they stall, or won't commit  - ask another question:
Try this.
If you are concerned about :
a. your income
b.  long stocks
c.  retirement plan
d.  cash flow
e. plan 
you must agree it makes sense to examine it right away - when can we meet?
 
(I used to have a colleague who tried to make fun of me saying that I asked "when can we meet"like a broken record and who insulted me for cold calling. Note that I say "used to". They never made calls and you can guess what happened to them)  
 
 
What to say when you hit the "all set barrier"
1. When you say you are all set is that because:
a. You are confident you will have enough to retire on, educate your kids, etc.?
b. I ask because I'm talking to my clients about ____________(SEP IRAs, Taxable accounts, Muni bonds. insert something here)
 
Keep digging. Keep asking open ended questions. They will either begin to respond or keep giving you the I'm all set response. When you have tried to get past all set 3 times or so -tell them you will send them your card (don't ask. Tell) and that way, when they have questions they can call you.  Be sure to send the card - and in the card you can mention the nice conversation, let them know you understand they might not want to talk over the phone to a stranger, but they can call you for an appointment, etc. You can close the card by writing - from time to time, I'll reach out with updates and insights for you. <Give yourself permission to follow up.
 
 
 
 
 
Feb 17, 2009 12:08 am
IPWNYOU:
wp_fan:

I've read about this cold calling that a lot of folks on here use, but I'd like to know more about it.  What I've heard is, it's not good to offer a specific product as a lead in to the call; but more appropriate to try and  get an appointment.

 
My question is, can someone post a successful script they use to get an appointment on a cold call, one from some sort of list?  I've got a list I purchased a year ago but honestly it became overwhelming trying to mail a postcard and then visit.  I tried a few on the phone but was focused on a bond or something.
 
I'd like to take my business up to one day a $1M business, and would like to accelerate that process.
 
Thanks.



Try this... "Hello. It's taken me a year to muster the guts to call you. I'm sorry to bother you. Good bye."

 
That's really funny.  Just pick up the phone and introduce yourself...I'm pretty sure everyone on this board wants to take their business to $1m.
Feb 17, 2009 6:47 am
iceco1d:

Anonymous,

 
Would you be willing to post an example of something you might use?
 
I know you've mentioned that you only call on small business owners (and maybe accountants & lawyers?)...yes?
 
Those are the only people whom I cold call.  If someone is a referral, I'll call them regardless of their profession.  The difference is that on a cold call, I'm looking to go to their office for a quick introduction.  If it is a referral, I'm looking to get them to come into my office for an hour.
 
I like to bunch my appointments together in one location.  This morning, I was supposed to have a 10:00, 10:30, and 11:00 appointment within a 2 minute walk of each other.  2 of these three canceled.  I'll try to replace them this morning.  The one that kept is an attorney in a large firm.  I'll call on a few attorneys in his firm with the following language.
 
Me: "John, this Anonymous from Anonymous Financial. Do you have a quick minute to talk?"
Prospect: "Blah, Blah, blah."
Me: I have a meeting with Roberto Clemente in your firm at 10:30 today.  While I'm there, I wanted to meet with you for a few minutes.  Will you be available at 10:20 or would 11:15 be more convenient?
 
If Roberto Clemente is a partner and John is an associate, the meeting is virtually guaranteed if John is available.  If he's not, I'll just set it with John for another day.
 
I would not recommend my methods for someone who has to put insurance sales through a grid.  Insurance sales mean that almost everyone that I call is a decent prospect.
 
 
Feb 17, 2009 10:42 am
IPWNYOU:
wp_fan:

[quote=anonymous][quote=wp_fan][quote=IPWNYOU] [quote=wp_fan]I've read 


Do you think you're fooling us? Being a coward is not one of your best kept secrets.

 
coward = some guy who gets on an internet chat board and takes shots at others who ask simple questions; because he knows by doing it from behind a keyboard he won't get his ass whipped.
 
I believe you fit that category.