Insurance Cold Calling: Does It Work?
Every insurance agent loves closing deals and finding new clients, but most agents cringe at the words “insurance cold calling.”
“Every great salesperson I know has over time, had to do cold calling and master the phone, and master the idea of convincing someone to exchange their time with you.”
Insurance cold calling definitely has a bad reputation, but we think you should change your mindset on it. You’ve probably had bad encounters with cold-callers yourself, and are wary of taking it on. But here’s the thing: cold calling done right definitely does still work today, but it should be coupled with a great marketing strategy where you’ve warmed and nurtured those leads. Here’s how to change your thinking on cold calling:
1.Give it a new name in your head
If you’re adverse to cold calling, try to reframe it with a new name in your head. What if you say you’re making introduction calls instead? Or if you say you’re going to do a golden hour of opportunity, of working a list and nurturing your database? Really with cold calling, you’re researching your prospects, and getting accustomed to finding your ideal target clients.
2.Practice daily affirmations
Daily affirmations can be a positive thing in all areas of our life, including cold calling. That way, you can undo some of the negative psychology you have around cold calling. We recently were sent a book of daily affirmations for cold callers, which we have a link for if you’d like to purchase it. It teaches you daily affirmations such as “I’m not interrupting anybody,” and “I offer tremendous value to my clients.”
3.It’s all in the mindset
If you wince at the idea of cold calling, it probably means you have a negative mindset about it. By reframing cold calling in your head, and instead think of it as nurturing your leads and working your list, you’ll be much less adverse to it. If you spend time warming your leads, your calls will then ideally come after they’ve been receiving your communication, and it’s time to take the next step.
Cold calling is essential for many reasons, and the truth is, every great salesperson has had to do cold calling over the phone at one point or another. Mastering the phone means mastering the idea of convincing someone to exchange their time with you, and will ultimately help you become a Ridiculously Amazing Agent in 2021. And if you feel like you or your agents are in need of more sales training before starting a cold calling initiative, read this post about why sales training can be game changing.
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