Cold calling to sell my cold calling? What's your gig?

What an intelligent question!

I do use websites, videos, blogs, and articles to generate leads for my service. So I am using the same thing to market as what I sell. But I also use direct mail, speaking in front of groups (My main moneymaker), and cold calling to generate business.

I wouldn't limit myself to just one isolated way to market, just because that's what I sell. And I recommend the same thing to my clients. Don't stop doing any marketing that more than pays for itself...no matter who sells the system.

I'm not the only one with a good idea.

I was beginning to wonder if anyone did use their own methods to market themselves!

I agree that you have to be diverse, we do cold calling, we do email blasts (to current/past/or potentials that didn't sign on). We also use our FB page, but not as much as we should.

For me the cold calling pays off most, I can sell myself all day, and it doesn't cost me a thing to have me call for me!

Sigh.... Lot of stuff...

I use to telemarket insurance agencies to sell my appointment setting services....then telemarket for their appointments.

I currently use telemarketing, via phone appointments, and referrals to sell offline services, and use outsources from the WF to do the internet work... I use to do face to face appointments, but have changed that for the most part. Phone appointments are more efficient.

Then when you get into the telemarketing category, I have done it about 10 different ways, "T.O's'", Live transfers, one call closes, appointment setting...incoming calls, COLD calls, using phone books, specialty lists...whatever.

I use my mail list to sell pitch writing services, and also generate call center consulting gigs from time to time from various call center owners who are on my list (Remotely monitor their telemarketers, motivate and train them, help with their pitches and sales flow, ie; help them develop live transfer systems, or two call closes, appointment setting systems....whatever works best for what they are doing and what they have to work with).

For instance...

10 hours worth of training telemarketers for a call center can generate almost twice the income of a web sale, plus pay bonuses...but those are fewer and further between... still a nice shot in the arm here and there.

All of this keeps me well into 6 figures...

In the past::

I Have made money off affiliate marketing, solo ads, product creation, JV's, creating offline sales networks...Brokering on Alibaba.com. And a few of those I still use.

Going back 20 years, that even includes Don Lapre's classified ads system, and door to door sales.

I have also used internet ads to generate incoming calls through various advertising venues (Never craigslist)... and have performed other internet services for alot of people that I dont use myself...Such as setting up a friends ebay site which now does ten grand per month...and last year I even made a little pocket change by hooking him up with a Warrior who does SEO and outsourcing that service...

Pretty much right now its just telemarketing and consulting...

EDIT: Well I take that back, I make some money doing WSO's.

There are a bunch of things I have tried through the years- the mainstay has always been cold calling- Always return to that- and there more methods I want to start using, but there is only so much time to do so many things..

I even once ordered free samples loooong ago from about a gazzillion companies, and then sold them all in a yard sale and made 300 bucks- Not worth the time, but I can say I did it. lol

When I was a child I sold novelty jewlry door to door for some wholesale deal my grandmother had gotten into and used it to buy my first guitar.

After years you get so many tricks that you can't share them all, because you forgot more than you remember, but I share whatever comes across my mind.

Reading this one might think thats alot of different businesses, but its really not, its just incorporating alot of different METHODS, into the same few businesses.

In the end, telemarketing is the most effective and makes the most money, because you can set your goal and determine your own numbers.

Ps. I also own a telemarkerting forum... That helps me sell WSO's as well....and some advertising space, but I consider that to be in the "list" category..

Bet that was more of an answer than you bargained for 60% of this came from learning at the Warrior forum, and reading others WSO's.

As always, you're full of insight and great ideas. I often forget my own target markets. Your insurance comment, gave me some work for tomorrow.

Health leads are probably the easiest of all insurance leads to generate.

Plus, an insurance agent will gladly part with the big bucks to get them consistently.

At my height, I was paying $2500 a month for direct mail leads for life insurance (on a per lead basis).

I do marketing via online, cold-calling, and networking.
Currently, I need to add more to my sales funnel.
I don't have an opt-in and I need one. I have the materials ready to go, I just have to get them up.

So far, networking has been my best gig. If I land this next deal, I will be referred to my target market a;ready in the position of an expert. There is a company that markets a product to business owners.
The business owners don't know how to market it. Now, all those business owners will be referred to me.

It is a very large company!

If it doesn't go through, I am working on a book that will help with the same exact thing.

I see what everyone else is doing, and figure out how I can put a twist on it to increase profits!

Networking is HUGE for us. As a side note...bartering is too

If you can network with someone and provide them with your services in order to help them fill a need of their own (a service you provide that they don't to their clients) - DO IT! If you can further do it so you don't come out of pocket, but get money coming in...you're doing it RIGHT!

I have a nugget too:

It's ok if you disagree with me...I can't force you to be right

Mwind,

I can help you with cash influx you are looking for, might as well do it online because I hate PM's... if you want to come over and discuss it.

http://www.warriorforum.com/offline-...-help-you.html

This wont work for everyone but it will work for you, and may inspire some others. It will work for you because you offer a real service...

It all goes back to doing a little of each (of what works). Not doing EVERYTHING that might work, but doing what you know will bring you something in and having "irons in the fire" to keep the flow.

Okay so I'm new to forum even though I've used it as a resource many times, just never signed up or left comments... don't know why.

Anyways, I've just got into the insurance leads business and we generate our leads via auto dialer. We have a call center that can pre screen calls if needed. Our goal for this company is to sell both aged lead lists and live transfers (live transfers is our main focus...more money )

The problem I'm having is finding ways to link up with insurance companies that want these types of leads. The companies I have contacted want long form internet leads. Do you have any advice on how to reach companies and what to and what not to say to them? or should I try and sell direct to agents?

Mwind076 & John Durham... my questions is really for you because you both seem to have experience in this field, but if anyone can shine some light it would be appreciated

Lead Types, Life, Health, Dental.

Have you asked why they want long form internet leads instead of live transfers?

Have you educated them on how you qualify a prospect before they are transferred?

They state that they have been seeing higher conversion rates with long form leads... which I don't really see how... I explain that when people fill out those forms they are "window" shopping and that with live transfer leads they get to connect with that clients immediately... then I get the, "we'll keep it in mind" line.

My next thought is maybe they think live transfer leads are too expensive... or I'm talking to the wrong person, or going after the wrong businesses...I'm not sure.

Like I said, I'm new to this type of business but I do come from a sales background. So any extra input or suggestions would be great... even bare basics.

Thanks!

I'd do one of two things...

1) Continue looking for the person/business that wants the live transfer. Here's why. YOU know it's better, YOU know they will end up with more interest which leads to better sales/conversions. Just because they don't know that doesn't mean it's not true. So, keep looking for the ideal candidate to buy YOUR product (live leads).
Edit: My point is that you should never change what you're selling because someone doesn't see the value. It may mean losing some customers, but if it's what you do, and it is the best way to get THEM customers...then you have to let them go and find people that are on board with you.

2) Implement some type of "alternate" or package that gives them both. If you can. If you can do something to "appease" them with a long form (or a few) until they see the value of the live transfers...do that.

Also, make it a point to rebuttal something a little more strong "I realize you prefer the long form, and that's ok, but I'd rather talk to someone that is on the line and has money in their pocket...wouldn't you?"

All my opinion...not gospel.

I just had another idea...and it was duh.

Why don't you offer appointment setting (for those that don't want a live transfer). As in, you've got a company that wants "long form" - so have your callers ask simple questions - create the "long form" and set an appt for your customer to call them back.

That would also save some of those people you call that don't want to be a live transfer or the "send me an email" types.

That would be correct! Essentially "create" your long form with the clients qualifying criteria.

Well, we are here to help each other, share ideas, and once in a while...one hits home and helps!

I see that Ken, makes perfect sense. How or will you get them to see that a LIVE transfer can be just as or MORE qualified (by asking the right questions) AND ready to buy?

Again, totally right...I was just curious on what you thought about the possibility. It would be like someone convincing me that calling the phone book works...I don't think it does, and I don't plan to do it!

It works...eventually. LOL

What are your thoughts on running an auto dialer with an automated message to contact insurance agents in order to sell them leads? Would that be responsive or a waste of money?

What are your thoughts on emailing vs direct calling? If direct calling, what is the most responsive way of getting the decision maker on the phone? If emailing, what is a good way of getting them to actually open and read it?

Just trying to tap into this knowledge keg

Thanks again for everyones input.

There was another thread recently just like this...so I brought my answer over which applies here.

My advice comes as a cold caller for years - which doesn't matter, a follow up is a follow up.

When cold emailing - YOU SHOULD CALL THEM AFTER. People are busy, rude, uptight and otherwise need prodding especially when they didn't expect your call or email. No, most people that receive a call, email or VM (that's another issue) do not respond immediately unless they were already looking for what you are selling. Put it this way, if I NEVER called back those that were out of the office, or that I sent an email to that didn't answer, or that I was sent to VM on...I'd be horrible at my job. You call them back, because it will be the only way you will get a response with some people. Even if that response is no, you aren't left wondering.

You can do it anyway you want, but here is my suggestion (and again I may be biased). You would serve yourself better pulling their phone number and email and making yourself a list (like excel). I'm assuming you already pulled a list of emails, so do both at the same time. Then, CALL THEM, and say "My name is Melissa with ABC Services, I know you are busy, but I'd like to know if I can send you an email to introduce myself and my SEO services." They are going to say:
1- NO (then thank them and call the next guy)
2- Well tell me a little more about yourself first (and then you're in on the phone)
3- Yes, and they'll give you an email address (to which you reply, "great, look for an email with the subject _____, is there a day I can follow up with you next week to discuss?" They'll either say whenever, or yes, or no...but you'll call them anyways to FOLLOW UP!)

If you do it your way, and blind email, then you should still call them back, but you say this when you call. "This is Melissa with ABC Services, I sent you an email on Wednesday and didn't hear back from you. I'm sure you're busy, but I wanted to make sure you got it and answer any questions." They will say:
1- No, I didn't get it (then you can either pitch on the phone or verify email, or ask them to check spam...and send it again)
2- Yes, I got it but I'm not int (rebuttal or move on)
3- Yes, I was just busy, tell me a little more OR YOU say, when is a good time for us to discuss for a few minutes on the phone? How about Tuesday at 1 pm? (BAM, appt)

As for getting the DM on the phone all depends on what business you call. If it's small, it won't be hard, they will answer the phone most of the time. It's it's med/large, you may hit some resistance, but just keep trying, or be friendly and ask "he seems busy, I can never get him, what is the best way to reach him? VM? Phone? Email?" They usually open up and will give you some help then.

Good luck! PM me if you have any other questions or need some more advice.

We insurance agents get Voice Blasted a lot with insurance product offerings and so on.

And a lot of your messages will go straight towards the cell phone/business line of the agent.

I'd try out a Press-1 campaign with your offering and let it go to a voice mail that pre-screens them even more. I would imagine you'd pick up some business that way.

If you are buying one, we recommend List Giant...there are tons of others, but we've found them to be great for us.

Yes, we have a sales team that cold call to offer our cold calling services. There is nothing wrong in using what you offer as a medium to market. It is a good advertising since if you are successful that means you can deliver.

Rearden,

Since you are in the insurance business… do you have any advice on who would be more likely to purchase leads? Ex: Is it more beneficial to focus on calling businesses and trying to get a hold of the owners? Or should I focus on contacting individual agents?

Please remember I’m just starting out so I haven't built a client base yet. I'm really trying to go for the “low hanging fruit” right now.

You really could do both.

You'll get bigger checks from agency owners. But you'll probably have more success but less profit and more management targeting the singular insurance agent.

The most popular leads to generate for insurance agents are health insurance leads (but not as much as it used to be), final expense burial insurance leads, and mortgage protection leads. Maybe some property and casualty leads, too.

My gut says telemarketed leads will go around $20 to $25 a lead if they are quality and not "wood."

I will say this. While insurance agents are like any other salesman (unwilling to prospect cold), there is a sense of skepticism on behalf of any agent who's been in the business longer than a year and is a regular user of leads.

Like for myself, I would give any lead system a fair shot, say, 5-10 leads. If I close 2, even 1, I'd probably become a regular paying customer based on that, paying $25 a lead.

Once you prove yourself, if you're good and you can get a few full-time agents to call on for, you can make a decent business for yourself.

Are there any forums where insurance agents or agency owners go to look for these types of leads? or is it strictly a call and convince type of thing?

Are there brokers that buy and resale leads?

I'm sure there are, but if you have high quality leads, you can easily sell them using a cold caller.