Hello? What Happens Next Can Make or Break the Sale

The use of cell phones and voice mail in today’s world can sometimes make you wonder if you’ll ever talk to a person live, ever again.  This reality can often lead to you having a sense of complacency.  And when this happens, you could find yourself surprised and unprepared when someone actually DOES pick up the phone.

So now, instead of rolling out your perfectly rehearsed and practiced voicemail, you are surprised.  You try to say something smart and intriguing that will keep them on the phone.  What happens instead?  You stumble and what comes out is, fumbled and jumbled.

Example:

Big client actually picks up the phone and says, “Hello?”

Advisor: “Hi! This is Bob with Bob’s Wealth Management.  How are you today?”

Big Client: “I’m busy.  What is this about?”

Advisor: “I’d like to talk to you about how we are able to help our clients lower their taxes, increase their income and have more peace of mind in retirement.”

Big Client: “I already have an advisor that does that.  I’m really busy.  Thanks for calling.  And oh yeah, put me on your do not call list.”

End of call.

What could have made that call more effective?  Here are several tips to help you turn and uninterested prospect… to an interested prospect on the phone.

  1. Have a UNIQUE selling proposition—after introducing yourself you NEED to have a simple proposition that they WANT… and that they have NEVER heard before.
    1. Here’s an example my advisor’s use:
      I get homeowners born before 1957, in Olmsted County, 21 little known benefits they are owed… but not receiving—Including:
      – A program to protect your wife from losing 1/2 her Social Security Income at your death.
      – A program to cover 2-years of long-term care costs… without paying a cent in annual premiums

  2. Be polite but serious—prospects are suspicious of people who are over happy and enthusiastic. 
  3. Ask them a provocative question—after using the USP above, you might ask, “Have you ever applied for the program that will replace your spouse’s Social Security income when they pass away?”
  4. After they give you the answer you want—ask them if they have time to speak now, or would they like to schedule a time that would work better for them.

The beauty of this formula is that it will help you develop a more effective voicemail message as well!

About Mike Kaselnak

Michael Kaselnak is considered one of the top marketing and sales experts in the financial services industry. He has personally mentored over 300 financial advisors in the past 10 years. These financial advisors saw their average production increase by 62%. Many saw increases of over 300 percent. He writes articles that have appeared in many mainstream magazines and has written the popular report 300 Financial Headlines that sell.
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