Looking for laydowns

by 4 replies
5
If you were essentially forced to look for laydowns on a cold call, what would you do to be more effective?
#offline marketing #laydowns
  • What are you selling?
  • basically the services of the senior financial advisor/broker I work for.

    He sells mutual funds. The rest,he tries to put in a fee based brokerage account and he picks individual stocks...

    but since I`m not liscensed I can basically not say much to the prospect except we add value to your portfolio, we can save taxes and we protect your assets from the market. I am discouraged from rebutting so essentially the only people who accept the appointment are the one who are already looking.
    • [1] reply
    • Sucks how you are discouraged from rebutting, surely this doesn't mean at all otherwise you only have 1-2% of the market at that stage of the buying cycle, let alone the natural buyers resistance you get to a cold call of all things.. Maybe they're wary of the legalities, but you can still prospect for financial products without getting into a discussion about the product (which you shouldn't anyway..)

      For making appointments with these guys I like to be real ballsy, use what's called the door in the face technique.

      My pitch to begin with when I was selling investment property evaluations was to intentionally get them to shoot me down and then begin qualifying.

      'Hi, this is Xxx calling from xxx. We're meeting with people in the xx area to see if we can reduce your income tax by up to xx% through the use of IRD approved tax structures, we'll be in your area on tuesday or wednesday, what day would suit you best?'

      NOW BEFORE I GET SLAMMED

      Obviously and I'll repeat this a third time: the objective is to bait their rejection. The idea of getting rejected to a BIG request makes this small, innocuous question so much easier for them to answer.. and you frame it as if they are leaving anyway. That's social psychology for you..

      Now since they shot you down and feel some element of social guilt..

      'Just before you go: let me guess you are working at the moment?'

      'Yes..'

      'IMAGINE How would it feel to save an $xx,xxx amount per year on your income tax alone, that would be amazing, wouldn't it?'

      'Yeah!'

      'Great, so now that we're on the same page, what industry are you in?'..

      Then go qualify..

      That's how we did it old school selling investment properties out of the phone book, no database, no prequal. Not saying it's efficient but it works.
      • [ 1 ] Thanks
  • Under those conditions I would simply call and say something along the lines of
    (needs work but hopefully you get the concept)

    This is the great one calling you. Im not allowed to sell you anything. We a looking for a select number of people who are looking right now for xx, xx,xx benefits. If you are then you will definitely want to hear about this little known opportunity that only a senior advisor can disclose. Would you like to find out about it?

    You frame it in a way that its exclusive and secretive and if they have any interest AT ALL it will probably be piqued by the way you say it.
    Think about delivering your quick pitch as you would a powerful headline , except this is in voice vs in print.
    • [ 1 ] Thanks
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