The most difficult part of a marketing plan design is creating a successful telemarketing script for insurance. Agents often end up giving poor advice, which leads to frustration and eventually a failed campaign. The average agent stops their telemarketing campaign after five hours.
All insurance agents are capable of launching a telemarketing campaign. However, this article will focus on the sale of individual life and health products. Telemarketing seniors products like Medicare Supplements or P&C requires a different method and script.
Let’s start with the first: Telemarketing and “cold calling” don’t work. This is false. This is false. Telemarketing can be one of the best ways to grow your business. If an agent tells you that they tried telemarketing but it failed, what are they really saying? “I tried Telemarketing but it didn’t work “
Which list were they calling? What insurance products were they selling How skilled are they? What was their level of expertise? Did they use auto-dialing technology to dial? These could all have contributed to an unsuccessful campaign.
I spent many years purchasing internet leads. Although I enjoyed success, I wanted to find a more effective method of marketing that I could control my income. Through trial and error, I learned how to successfully run a campaign that earned me over $2,000 per week in commissions.
Let’s take a look at the steps involved in creating a script and campaign that is successful:
- I suggest calling businesses and not residential. Businesses are more likely to respond than residential calls, and you don’t need to worry about getting your DNC (Do Not Call) list compliant. DNC rules don’t apply to business-to-business calls.
- Get a list listing small-business owners in your state. A list of four people is best for selling individual health and personal life products. To find companies that are listed on business lists, you can search the term “business list”. If the mailing addresses are accurate, don’t pay too high for a list. Telemarketing is not about addresses. The average cost per record is 2-3 cents.
- Purchase an auto-dialer (power dialer). This is an important step as auto-dialers can dial over 100 numbers per hour, which allows you to stay connected with prospects. Make sure that you don’t buy a predictive dialer when searching for a dialer. The monthly cost of auto-dialers is typically between $50 and $200.
This is the point where you can start running your campaign. You can import your list and make calls with the support of your auto-dialer vendor. Now let’s get to the script. Before we get into the script, it is important to mention that you should have a thorough understanding of your rates, underwriting, and products.
One thing will determine the success of your campaign: If your prospect believes that you are a knowledgeable agent. Either they do or not. You shouldn’t come off as timid or meek. It is important to be able to comprehend your subject matter, which can only be done by studying.
How to Create a Successful Telemarketing Script
- If you introduce yourself to them and they respond, don’t ask “How is it going today?” It’s not possible to raise the brick wall, but it is what does. Find out why you are calling. Example: “Is it Tom Smith?” “Yes, this Tom.” “Yes, this is Tom.”
- Your script should be between 15 and 20 seconds. Your script should be timed. It should not take more than 20 seconds to complete your script.
- Give us a reason to contact you. “I offer free quotes” does not constitute a reason for you to call. Are there any new developments in your state during the last 12 months? New plans? Rates change? This can be used as your introduction: Tom, the reason I’m calling you is because two major life insurance companies have introduced new products. “Or “Tom, I’m calling because there are three new affordable plans in health insurance.
- To get involved. Your brief introduction should end with the following: strong >”…I need your email address so I can send you details about the rates and plans. “
Let’s summarize the presentation by saying “Hi, this is Tom Smith?” “Yes, that’s Tom.” “Yes, this is Tom. I would like to send you details so that you can compare. All I need is your email. “
This is a short presentation of 15 seconds that gets straight to the point. Tom may be interested if you send him an email with the names and ages of the people who will be covered by the policy. This is not the time to get into qualification. Set up a follow-up time so that you can review the rates and plans.
A Few Final Tips
- If you sell insurance online, avoid calling large cities. The further away you are, the better. Telemarketing calls to rural businesses are more effective for city businesses than those to rural businesses.
- Your voice is important. Do not sound boring or flat. To emphasize key words, you will want to change the tone of your voice. This makes for a more interesting presentation.
- Ask your family and friends to practice pitching you. They will be honest with you about how they feel.