Telemarketing has gotten a bad reputation over the years for being “annoying”. It’s also one of easiest ways a prospect can say “No” to you faster than you can squeeze in two sentences.
A determined insurance agent knows that a good call script is one that can argue its way through a prospective client’s objections and keep them from discounting you as another pesky telemarketer who has nothing better to do than waste people’s time.
Hello, this is (insert your name here). Could I please talk to (prospect’s first name)?
Expert salesmen advise that this should be the only question of the phone call that is close-ended. Also, it should be noted that this part of the phone call is the most crucial part as this is the first step of any sale call to reaching their target prospect.
Once the health prospect has answered your call:
Hi,(mention prospect’s first name) how are you today? Pause for answer. Once your prospect is done answering, you can reply with a brief answer to what he or she said then say: “This is (introduce yourself) from XYZ agency. I’m calling about your inquiry regarding health insurance.
It’s important that you tell your prospect customer already that you are there to provide more information regarding their inquiry as people are super wary of telemarketers wasting their time with unsolicited sales pitches.
According to the information in my system, you’re interested in (mention the spec’s for your prospect’s specific situation), is that right?
Once your prospect has verified the information you have at hand, continue to keep the conversation going by complimenting him on making a good decision:
That’s great because I have here with me a number of health plans from (insert prospect’s state) most established companies that may be suitable for you. I can discuss with you the details further if you like but before we proceed with that, do you have any health insurance questions I may be able to clarify for you?
And if your lead asks for more time, here’s a sample call script to set your next call:
I understand you need time to think things through. When is a good time for me to call again for follow up? How’s Thursday afternoon for you? Would you prefer we talk over the phone again or should I just send you an email?
If they’re not interested in buying a health plan at the moment…
It’s no problem. It’s good that you’re weighing your options. But I’d like to still be of service to you if you want to know more about your health options. Can I call you again some time in the near future? When will be the best time be for us to talk again? Would you prefer a phone call or an email?”
Note that your call script guide is a powerful sales tool that needs constant tweaking for improvement. Take the time and effort to do so to increase your chances of closing any kind of sales lead.