Super Agent

Archive for December, 2016

Purposeful Interruptions

One of the challenges we often help new producers overcome is their disdain, ambivalence or frustration with making “cold-calls.”

First, let’s define “cold-call.” It is not calling someone with whom you do not have a relationship for the sole purpose of either soliciting their business or “introducing yourself,” rather it is a call with the purpose of gaining permission to share industry or business information which will help them cultivate awareness around potential risks, threats or waste which may be occurring within their business.

This mental framing serves a couple of purposes. First, from a producer’s perspective, the idea that your calls may actually help your prospects gain value from the information you share or the questions you ask is far more motivating than thinking that you are interrupting a prospect’s day or being perceived as a nuisance.

This is also true from your prospect’s perspective. While a “sales” call may be unwelcomed, taking a call that may teach them something new or help them gain valuable insight may be worth considering.

When you set out to make contact with a prospect, ask yourself:

“What is the purpose of this call?”

“What do I want the prospect to consider as a result of this conversation?”

“If I don’t make this call is there a possibility that this prospect’s business could continue to experience a risk, threat or potential financial waste?”

Here are a couple of positioning examples for your “purposeful interruptions”:

“Hello, _____, This is (you) with XYZ Agency, the purpose of my call today is to see if you’re aware of the recent changes to _____?”

“_____, I’m glad I reached you today, the reason for reaching out is _____.”

Framing your calls and, more importantly, preparing your calls to make them more purposeful will not only improve your results, they will differentiate your calls from your competitors more “salesy” approach.

Remember, purposeful interruptions lead to purposeful conversations and ultimately more successful first meetings.

Do You Have Belief and Gumption?

One of the concepts we often discuss in training is leadership. You may agree that employers don’t know what they don’t know and as a result can make poor risk management and insurance buying decisions. But would you agree that you are effectively leading them away from their flawed and dangerous processes and towards your more effective and efficient process?

Bringing leadership to the sales conversation requires you to tell your prospects that they are wrong, which of course must be done with diplomacy and empathy. This is not something most sales professionals enjoy doing, regardless of how necessary it is.

There are two core traits that help successful producers manage and execute these difficult conversations. The first is Belief. Successful producers believe that what they have to offer is of value and cannot be easily replicated. They believe that absent a business relationship with them, their prospects and clients will be underserved. They in themselves and they believe in their process.

The second trait we often find in successful producers is Gumption. That stick-to-it-ness that is required as they help prospects navigate the complexity that exists in their business, the marketplace and in the risk management and insurance buying process.

The two go hand in hand. Without belief in what you do and how you do it, it’s virtually impossible to have the tenacity and gumption necessary to lead prospects and clients away from flawed decision-making decisions. And without gumption, you’ll often find yourself acquiescing to your prospects and their flawed decision making process.

A question to consider: Do you believe that what you have to offer is of unique value and do you have the gumption to defend it and lead my prospects to it?

If not, reach out and let’s talk about it!