Ok, thanks for sticking with me on this.
The CURE:
Remember your objective is always about the client and your outcome is always selfishly for you. So your objective for picking up the phone is to inspire, develop rapport and let that client know you only want to provide free value. Let me explain
When you come from a place of inspiring and providing FREE value, you’re more centered and relaxed. We all have heard the saying it’s much better to give then to receive. This is exactly the case here. When you are inspiring and providing free value you are giving and showing your client you care. More importantly you feel good and confident.
Let me give you an example. You are calling a referral, but it’s a cold referral; one where you’re not sure your client has told them about you. (BTW, if you read my posts about referrals and implemented my 5 Minute Referral Presentation, all your leads would be warm)
Phone Conversation
Me: Hi is this Rob?
Client: Yes, who’s this?
Hi this is Rick Wollman, Todd Levine suggested I give you a call. Todd has told me some real great things about you and I couldn’t wait to call you
Client: Uh, ok, what’s this about?
Me: I provided Todd and his wife some easy ways to help them save, keep and enjoy more of their money. Most of these ideas are those that Todd has done on his own. He and his wife were really happy and that was why Todd wanted me to call you.
Rob: Ok, well I already have a financial advisor
Me: Rob, that’s great. Todd does as well and he knows I’m not here to replace any advisors you have. All I would like to do is share with you those ideas that have helped Todd save, keep and enjoy more of his money. Rob, I promise that it will be a nice relaxed conversation and im sure you will find some value.
Where’s the best place to meet where you’re relaxed and comfortable? Would you like to meet for a cup of coffee?
Ok, some key points here.
My 5 Cures for Call Reluctance
- Be passionate and enthusiastic
- Mention referee’s name (Todd) as many times as possible
- Let the client know that all you want to do is provide free value (ideas to save, keep and enjoy more of their money)
- These ideas they can do on their own
- Promise it will be a nice easy conversation; one in which most of my clients like the referee (Todd) have found beneficial
When you implement the above the phone becomes your new best friend.
Now I’m not saying you won’t get the typical objections. However when you do, keep stressing all the above; especially about having a nice relaxed conversation.
What’s the worst case scenario? They still don’t want to see you? Ok, my answer to that is, so what? Yes I’m serious, so what? Are you going to inspire everyone you speak to? Are you going to bat 1,000? Of course not. But if you have the confidence in WHY you do what you do and you KNOW you provide immense value, who’s losing out you or them.
As long as you approach the phone with confidence and from a point of caring and providing value, and you do so with passion and purpose, you WILL be cured of that dreaded ‘Call Reluctance Virus’. And on the rare occasion you client still says no…….
I’ll always remember what Bob Fashano a well respected successful General Agent told me. This is great, I suggest you write this one down.
The 4 S’s
Some will
Some won’t
So what
Someone else
And that my fellow salespeople should be everyone’s mentality.
Tips from this article
- Know your real objective for picking up the phone
- Always come from a place of inspiring, caring and providing FREE value
- Be passionate and enthusiastic over the phone
- Be confident in your abilities to provide immense value
- Remember the 4 S’s