Need Tips for Selling Leads to Offline Businesses

Have you cold called?

I don't know who you ask for... I am not familiar with the insurance market.
Also, its your job to know who your target market is.

I do know that even large companies have local offices.
Like State Farm, and AllState have offices under the company name but are ran by a small group of people. Usually the owner, and additional agent or two, and a receptionist.
I would do research and target the owner.

You can pull a list from somewhere like InfoFree.

Common objections...
Not interested
Don't buy leads
Can't afford it
Need to think about it
Not my vertical/specialty
Not enough info to justify price

In all reality, the best way to learn the objections are to get on the phone and hear them.

I've sold insurance leads to online and offline companies.....here is the thing....most offline companies have NO CLUE in terms of lead generation capabilities.

Here is a bit of advice in regards to getting the "right" decision maker on the phone.


Since you have "leads" to send them....they are "clients" that want insurance quotes.

So when you get a "gatekeeper" on the phone....(who is usually an hourly employee)

You always want to pose the question that is ENTIRELY OVER THEIR HEAD.....

Assuming your company can provide hundreds or thousands of leads to an agent....

You ask the gatekeeper, "Who do I talk to if I have 141 people looking for insurance?"

Since the "gatekeeper" feels this is out of his/her league, they are more likely to get you to the right person who can handle that type of volume.

HOPEFULLY that makes sense....

Let me know!

BEST

Brik

Clay, if your employer is generating residential leads via robocall, then it's illegal according to the FCC.

Hey brother,

I'm going to sound like a complete fanatic when I say this again. Jason Kanigan has a training on Cold Calling. This particular technique is called the "unsure technique". Regardless of who picks up the phone, this is what you say. REGARDLESS OF WHO PICKS UP! Basically it goes as follows:

"Hi, I'm not sure who I should be talking to, maybe you can help me out...I have laser targeted red hot leads from people who are looking for insurance. I'm positive your company will benefit greatly from this. But I'm not sure who I should be talking to...(trail off with your voice)"

90% of the time, the person (who is normally the gatekeeper) will tell you the name of who you should be talking to and they will transfer you. Here is a link to the training. If you deliver it correctly,this strategy will work for you most of the time.

http://www.warriorforum.com/offline-...ml#post5396849

Daniel

Clay....pick up the phone and recite your original post 'exactly as you wrote it down' to the folks on the other end of the phone.....

THAT IS YOUR SCRIPT.....and it will work like a charm.

Believe me...just please try it and I think you will be pleasantly surprised

Trust me it is if you're in the US.

If the person on the other end hears an automated message, it's illegal

How do I know? I know of 1 insurance agent who was sued by the State of Pennsylvania who's Press-1 campaign targeted a State Attorney. Was sued for several thousands.

There's a guy I think out of Chicago who was doing to the tune of 2-3 million robocalls selling crappy auto warranties. The FCC sued him out of his misery.

Go find another line of work before you get shut down.

Sorry, but it's not an automated opt in, our call center talks to the person on the other end. I said "essentially" presses one only because everyone knows what that means.

Step one: auto dialer calls out list
Step two: upon answering our call center pitches an offer (health, life dental, etc.)
Step three: if interested option A or B is offered

I was just trying to save the details. Sorry for the confusion.

You should know first your target market and build a business list and try to contact them through cold calling and pitch your services.Hope it may help.

Okay, so I've got my list of businesses and I've started to write my script... This is my first time writing a script so some input would be great... Thanks!

Intro Line: Hi, who do I talk to if I have clients looking for health insurance?

Q 1: How many clients do you have?
A1: So you are the person in charge of purchasing Leads?

Q1.2: Yes
A1.2: Oh, good! My name is ____________ and I represent RMS Leads Company. We can supply you with as many leads as you need, but first let me ask you what your perfect lead would be?

Q1.3: We need to know they are interested in our products and filtered by…State…City…Zip…etc.
A1.3: Great! That’s not a problem. We can definitely set you up with this type of lead. Now how many leads of this caliber would you be interested in daily?

Q2: We don’t accept these types of customers.
A2: So your company is not interested in a few hundred extra customers?
Q2.1: No…
A2.2: Is there a manager I can speak with, because I’m sure they would be interested in this…

Q3: Who is calling?
A3: Tell them this is ________, I’ll hold, thanks… (go silent)

Q3.2: Hi, this is _____ how can I help you (or) I hear you have some clients for us…?
A3.2: Hi, _____, my name is _______ and I’m with RMS Leads. I take it you’re the one in charge of purchasing leads?
--(if yes): Great! Now how are you currently accepting your leads?
--(if no): Oh, I was looking for the person in charge of purchasing leads… are they available?
--(if no): oh that’s too bad, is there a direct number I can call them back at or perhaps and email address?

your answers are here all ready . thinking you are over ANALyzing...lol. I have bought leads like yu generate and was offered the first 5 free ( life leads ) sold one, and they had me hooked...maybe that would work for you also

Just a quick review of your script...it's way too long. You'll never get anyone to listen to all that. You need a more direct approach since you have something they need. Don't waste time with words, get to the point, let them know they are in or out, and get them sold!

Cold calling will be your best bet, I think you said you sent cold emails, so now you need to FOLLOW UP on them. Call those people and say "I sent you an email, did you get it?" Wait. When they say "no" then you say "that's ok, I'll give you a quick rundown of what it said..." and go into your pitch. If they say "yes" then you move into a question "so, who at your office is able to take care of 140 clients that need insurance?" I'm loving that line that was posted!

I'd love to give you more pointers, I've sent you a PM with our email, or you can find me on Skype or FB (click the links under the pic).