Need Tips for Selling Leads to Offline Businesses

22 replies
So here is where I am...

I was brought into a company that generates insurance leads on a large scale. They are all generated by an auto dialer campaign and once the caller essentially presses 1 to find out more information they are:

One: transferred as a live lead
or
Two: asked to state the best time for an agent to contact them.

My task is to sell these leads to agencies and or agents. Over the past two months I've been able to learn a lot about this industry but what I'm having trouble with is getting the agencies "decision maker" on the phone in order to pitch them on our leads. I've tried cold emailing... even though I hate it because I don't like spamming emails. Needless to say, that was an utter failure...

So can anyone help me in how to go about getting to the right persons that would be interested in leads.

Thanks!
#businesses #insurance lead generation #leads #offline #selling #tips
  • Profile picture of the author vndnbrgj
    Have you cold called?
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    • Profile picture of the author ClayWhite
      Originally Posted by vndnbrgj View Post

      Have you cold called?
      Not yet... I've never really cold called before. I'm not scared to hear no, I just want to find out how to go about it.

      Who do I ask for? The owner, manager, any agent?
      What are some common objections I might hear?

      I'm just looking for some basic advice in this field so I can be somewhat prepared.
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      • Profile picture of the author maxrezn
        Originally Posted by ClayWhite View Post

        Not yet... I've never really cold called before. I'm not scared to hear no, I just want to find out how to go about it.

        Who do I ask for? The owner, manager, any agent?
        What are some common objections I might hear?

        I'm just looking for some basic advice in this field so I can be somewhat prepared.
        Everything you need + tax is already on this forum. Grab a cup of coffee, get a notepad, and search "cold calling" with the Offline section selected.
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  • Profile picture of the author vndnbrgj
    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.
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    - Neale Donald Wilson -
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    • Profile picture of the author ClayWhite
      Originally Posted by vndnbrgj View Post

      Also, its your job to know who your target market is.
      I'm not saying I don't know who my target market is... I do, it's large insurance call centers.

      My question was more about how to get past the "gatekeeper" and get the decision makers on the phone.

      Thanks for the objections list
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  • Profile picture of the author brik2500
    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
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    • Profile picture of the author Tech2rogers1
      Popular your business first and make it a Brand then the people focus on your Business Product..
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    • Profile picture of the author ClayWhite
      Originally Posted by brik2500 View Post

      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
      This is exactly what I was looking for. I love the line for the "gatekeeper", "Who do I talk to if I have 141 people looking for insurance?"

      We are able to supply thousands of leads per state. At first I was going at it the wrong way and trying to get a hold of small insurance agencies... Which I was told not to do and to just go after the larger call center based insurance agencies because they are already in the business of purchasing leads.

      Thank Brik
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  • Profile picture of the author Rearden
    Clay, if your employer is generating residential leads via robocall, then it's illegal according to the FCC.
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    David Duford -- Providing On-Going, Personalized Mentorship And Training From A Real Final Expense Producer To Agents New To The Final Expense Life Insurance Business.
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    • Profile picture of the author ClayWhite
      Originally Posted by Rearden View Post

      Clay, if your employer is generating residential leads via robocall, then it's illegal according to the FCC.
      No they are not
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  • Profile picture of the author dnjoseph1
    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
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  • Profile picture of the author helisell
    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
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    Making Calls To Sell Something? What are you actually saying?
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  • Profile picture of the author Rearden
    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.
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    David Duford -- Providing On-Going, Personalized Mentorship And Training From A Real Final Expense Producer To Agents New To The Final Expense Life Insurance Business.
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  • Profile picture of the author ClayWhite
    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.
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  • Profile picture of the author juliannaholmes
    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.
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  • Profile picture of the author ClayWhite
    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?
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  • Profile picture of the author bobmcalister
    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
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    • Profile picture of the author ClayWhite
      Originally Posted by bobmcalister View Post

      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
      I do over analyze lol, It's just that I don't want to sound like a fool and stumble over my words. I know it's going to happen but if I can be better prepared I'll feel more confident. And with cold calling, I've been told, that it's all about how confident you sound over the phone.
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      • Profile picture of the author lmspeir
        Tell me about your lead program. If they are good (and acquired legally), I think I can solve your problem. I own an insurance agency.
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        • Profile picture of the author ClayWhite
          Originally Posted by lmspeir View Post

          Tell me about your lead program. If they are good (and acquired legally), I think I can solve your problem. I own an insurance agency.
          We have web based campaigns that gather our fresh leads through direct opt-ins, no co-registrations.

          Nothing is done illegally.

          I don't have 50 posts so I can't send you a PM but I made a temp email address warriorforumpost @ gmail dot com

          email me and we can talk more. Thanks
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  • Profile picture of the author Mwind076
    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).
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    • Profile picture of the author ClayWhite
      Originally Posted by Mwind076 View Post

      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,
      Mwind076 - Just wanted to thank you here on the forum. I took this advice and put it into action and on the first call I made I landed a deal... Short and sweet, phone call was about 5 minutes long

      Also, Thanks to everyone on here... this is an awesome place and you guys/gals are the best support!
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