Getting appointments over the Phone
John Klick, college unit director and agent for Northwestern Mutual Financial Network in Skokie, Illinois, understands the importance of prospecting to gain new business. Here are a few of this thoughts on how he uses the telephone in his prospecting process:
I need to make two appointments per day to be successful and meet my personal selling targets. Many times it takes 25-40 phone calls t make those two good appointments. I understand that the phone is my lifeline. If I don’t get a commitment in a matter of seconds, I have lost the prospect. This means that my primary points have to be direct, compelling, and brief-very brief. I have to be well organized. I don’t use a script, but I do have my key points outlined on paper and in front of me when I make my prospecting calls.
My philosophy is keep my opening short and sweet. I briefly introduce myself. I mention referrals right away when I can, and I resist the temptation to make a full-blowื sales presentation over the phone. I try to sell the appointment. It may sound obvious, but always be polite. One last thought, if someone already has a good relationship with an agent, I thank him or her for their time and let them know that I’m available if anything changes