1. Cold call target demographic and send out brochure through the mail
2. Call the people again to set up an appointment for a home visit
3. Home visit and close the sale
I'm working the phones on step 2, and I have a script that basically says "hello, did you read the brochure?"
I'm finding it difficult to build desire for this product as the language I use has to be very tactful.
How would you conduct this phone call to generate some desire for a will? What questions can I ask to make the person feel good about a service like this and book a home appointment?