Randy Schwantz in Insurance Agencies
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May 04, 2024 – 3 min read
Randy Schwantz in Insurance Agencies
Randy Schwantz in Insurance Agencies
Cold calling. Just the phrase itself might make some of us wince. It’s often seen as a necessary evil in the world of sales—a task we all do but might not always love. Yet, what if we could flip the script on cold calling? What if we could transform those dreaded calls into something our prospects actually look forward to?
Here’s the thing: most cold calls fail because they follow a tired script that sounds about as warm as a robot. It’s the predictable pitching that puts people off before we can even get to the second sentence. But imagine this—what if every call you made was an opportunity to help, not just to sell? What if you approached each call with the goal of building trust and rapport right from the get-go?
The key is to make every interaction thoughtful, relevant, and genuinely beneficial for your prospect. It starts with understanding who you’re calling. Before even picking up the phone, take the time to get to know your prospects and their pain points. This isn’t about stalking, but about professional research. Check out their company website, their LinkedIn profile, and any recent news about their business. This upfront investment of your time shows that you care about more than just your sales quota.
When you do make that call, your opener should reflect the research you’ve done. Comment on a recent company achievement or address a challenge that’s industry-relevant. This personalizes the call and immediately sets you apart from the dozens of other calls your prospect might receive.
Furthermore, tailor your solutions to fit their unique situations. It’s about showing that you’re not just interested in any client—you’re interested in them. That’s how you turn a cold call into a warm conversation. It’s about making the interaction as human as possible. Remember, the goal isn’t just to sell, but to build a connection that could pave the way for ongoing relationships.
Now, I’m curious about your experiences: How do you turn those initial calls into chances for real connection? What are your strategies for making a cold call feel like a warm welcome? Share your approaches and let’s learn from each other’s experiences to redefine the art of cold calling.
By shifting our perspective from transactional to relational, we can start to see cold calling not just as a sales tactic, but as an opportunity to start a conversation that might lead to a lasting business relationship. Let’s make those dials with a purpose and a personal touch, and watch as our prospects start to actually look forward to our calls.
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How the Wedge Sales Culture Drove New Business Growth
The Wedge Sales Culture is credited as the engine of this growth, and this case study explores how the agency has implemented and benefited from this process.
“Hire Producers with Confidence” Use Our Evidence-Based Interview Process to Eliminate Candidates Who Don’t Have GRIT
With my evidence based interview process you can be sure that your next hire has the GRIT to fight through walls and achieve success selling commercial insurance.
Growing Your Agency Just Got Way Easier
Do you want to work with me to grow your agency?
Take 90-seconds to complete this application
to see if you are eligible for a Growth Session.