leverage leads and the system to produce optimal results

2

•Dead

• Last resort

• Frustrating

•Necessary evil

Cold Calling is…

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•Have an elevator speech

• Calling the right people

•Anticipate objections

• Keep your attitude in check

•When you call and keep calling

Cold Calling Works

Lora UllerichBrand Journalist

Lora.Ullerich@coleinformation.com

James AngelBusiness Consultant

DYL.comJames@dyl.com

Session Framework

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• Create a dialing framework

• Identify triggers and opportunities

•Assemble gladiators

•Best practices

• Five action points

Session Framework

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Housekeeping Items

• Giveaway• Dashboard questions• Tweet:

– @coleinformation

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• Cole Information• Published in 1947• Blue Book• Criss-cross directory of addresses

and phone numbers

• Invaluable information for: • Telemarketing• Debt collection• Law enforcement

• Today, web-based lead generation for smallbusiness.

Then & Now

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9

Cold Calling Success

• Number’s Game• First 10-seconds count!

• Focus on “local” in your introduction• Use your best inflection and tone• You’re calling to advise and consult, not sell• Time & day matter

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• Top problems for sales reps• Making contact with leads• Using the right equipment• Time management• Following up

Why Dialers Make Sense

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• Top problems for sales managers• Hiring the right people• Motivating• Performance monitoring • Better software• Managing data• Finding good leads

Why Dialers Make Sense

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• Increase efficiency• Increases sales rep morale• Decrease frustrations and repetitive task • Tacking, reporting and accountability

• Benefits outweigh the cost

Why Dialers Make Sense

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Timing is Critical•Timing:

•The ability to deliver an offer when the consumer is likely to be most interested.

•Relevant: •Respond to the customer’s unique needs, desires, preferences, attitudes, etc.

•Personalized: •Tailor it to your ideal customer.

• Settled in their home. • Never really had the opportunity to research

insurance when they purchased their home.• Reach out to 60-90 days in advance of expiring

homeowner policy leads. • Successful agents:

• Drop postcards, personal notes or make a simple phone call.

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First-Year Renewals

• Neighbor search is the best way to grow book of business.

• Consider your 10 best customers:• Now ask yourself:

• Where do they live?• What’s their home worth? • How long have they lived there?

15

Referral Marketing

• Auto + house + Life + Toys = Umbrella.• It’s a win-win. The homeowner saves money

and you increase your commission. • Time investment pays off.

– Customer appreciates the consultation, compassionate, relationship-style approach.

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Focus on High Value Prospects

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• Key performance indicators

• Pay Structure That Awards

• Motivate and Reward

• Bonus by Hitting Sales Goals

Assemble Gladiators

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• Sales post call analysis

•Home work

• Testing

•Role playing

• Coaching

Training

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Know What to Say

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Tips Telemarketing

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• Easy to use

• Your team likes using it

• Works with current phone

• Can upload spreadsheets

• Dial 100+ leads an hour

• Administrative & rep features

• TCPA compliant

Dialer Best Practices

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• Customized dashboard

•Add notes or disposition

• Follow up features

•Organize and prioritize

Sales Rep

Features

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• Manage sales reps account

• Real time reporting

• Call Statistics

• Manage, filer and reload campaigns

• Customize dispositions

• Call recordings

Administrative Features

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•Objections

• Equipment

• Call scripts

•Dialing plan

Dialer Implementation

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Dialing Plan

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Calling Schedule Game Plan Time Monday Tuesday Wednesday Thursday Friday

9:15-10:00 a.m. List cancellations List cancellations Home Home Home

10:00-10:45 a.m. Win backs Win backs Renters Renters Renters

10:45-11:30 a.m. X-Dates X-Dates Auto Auto Auto

1:15-2:00 p.m. Renewals review Renewals review Life insurance Life insurance Life insurance

2:00-2:45 p.m.

X-Dates X-Dates X-Dates

2:45-3:30 p.m. Aged Leads Aged Leads Aged leads

3:30-4:15 p.m. X-Date win backs X-Date win backs X-Date win backs

Benefit Save your book when fresh Set follow-up renewal.

coverage protection/cross selling.

Allows for prospecting later in the week.

Estimate Call 700-800

contacts called. No answer:

leave message. Two drip

marketing future emails.

Benefit Generate policies Call cross sell list during the

day with call, voicemail and email to follow later in weekend.

Estimate Call 1,100 contacts

called.

No answer: leave message.

Three drip marketing future emails.

2,000 emails sent.

LUNCH BREAK

Consistency

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Your Agent’s Big Advantage• You know:

• The local market area• The customer’s preference• Their product

• You have the power:• Adjust marketing. • Track and measure.• What’s working? What’s

not?

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• Scripts

•Gladiators

•Dialing plan/system

• Start dialing

• Compare results after 1st week

5 Steps To Increase Sales

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• Free GXP 2140 4 Line VOIP Phone• Comment in the Dashboard if you are interested in DYL & want to be

included in the raffle• Discount Rates: 50% off 2 months

• $75/mo per user instead of $150/mo• Promo Code Mention: DYLCOLE14• Get customized Calling Schedule Game Plan for your company

Visit: DYL.comEmail james@dyl.com Call: 626-408-2662 (888)-310-4474 x205

DYL Offers & Giveaway