The Fine Art of Annoying Prospects

by Ryan Hanley
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GUEST POST by STEVE KLOYDA

I received a call recently from an adviser on the east coast. He introduced himself and said he was following up on a call we had three months prior. He said because I didn’t take action after our first call that I had missed a great opportunity. But fortunately for me here he was again to offer the next great investment bonanza. I stopped him and said, you must have me confused with someone else. We have never had a previous conversation. He responded with; you probably receive a lot of calls like this and you don’t remember. This statement may seem reasonable to a lot of producers but let’s take a closer look. I know that I had never spoken to this person so his call three months ago is fictitious and I told him so. By using the old line about me getting a lot of calls like this and not remembering, he in so many words called me a liar. This is one of the many ways that we producers start wars with our prospects and why so many of our prospecting calls die on the vine.

Your Pitch is Bogus!

As you might have guessed, my caller didn’t miss a beat. He launched into his sales pitch. When he stopped momentarily to catch his breath I said with all due respect I don’t appreciate your approach and we have never spoken before. I had become invisible by then and he let errrrrr rip again. I started to get hot. I jumped at a quick opening in his pitch and interrupted him again. I told him who I was and what I do. Then I heard someone in the background feeding this poor producer one liners to try and get my attention. I really thought that these tactics went out with the movie Boiler Room. I was floored. He kept hammering away, I kept interrupting, and finally told him I was going to hang up if he continued. I directed him to my website, (www.TheProspectingExpert.com), suggested he read some of my blogs and if he didn’t stop he would be the subject of my next blog. He kept rolling and I kept my word. I hung up befuddled by his total lack of respect. Not once in a two or three minute call did he ask me a question or listen to a word I said. Our debilitating legacy continues.

Let’s explore what he could have done different. First, this adviser did not need to make up a story to engage me in a conversation. Your prospects aren’t stupid. He could have introduced himself and stated the purpose of his call. The opening of a call with a new prospect does not need to get any more complicated than this. Simplicity and honesty will keep you off the battleground. Second, he could have asked me if I had a minute to talk rather than barging in. You will avoid defensive prospects by asking for permission to talk. Third, after telling him three times that I was not interested and was going to hang up if he didn’t politely end the call, he should have thanked me for my time and stopped. And last but not least, he should never have taken advice, in the form of one-liners, from his shadow mentor. I am still trying to comprehend that managers really think this approach works. It is a sad story that producers are starting out this way, learning from a system of training and mentorship that is poisoning our profession.

By preparing well, listening well, not making stuff up, keeping it simple and keeping to the purpose of the call, you will influence your prospects and win new clients. Respect and honesty are contagious.

Today’s Action Ideas – Prospecting With Integrity

  • Prepare for each call in advance
  • Keep it simple and keep to the purpose of your call
  • Always be honest and treat everyone with respect

For more information on how to identify and clearly articulate your unique message which will attract more prospects, more clients and more sales, visit www.TheProspectingExpert.com or email me at steve@TheProspectingExpert.com and Twitter http://twitter.com/stevekloyda.

Disclaimer:

This article is for informational purposely only. There is no legal advice being suggested or proffered and the author assumes no responsibility or liability for the actions take or not taken by the readers based upon such information.

Thank you,

Ryan H.

For more information on increasing your insurance acumen, subscribe to the RSS Feed or my Email Newsletter. Follow me on Twitter, connect to me on LinkedIn, or Like the Albany Insurance Professional on Facebook.

If you would like to discuss receiving a proposal for either your personal or business insurance program email me, or call me at (518) 456-6688.

Read my syndicated post on Health Insurance originally published to Under30CEO.com 4 Pieces of Advice on Health Insurance for Entrepreneurs.

Check out my featured panel discussion in American Agent & Broker Magazine on Millennials in the Insurance Industry : The M factor

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About Ryan Hanley

I passionately believe learning to effectively communicate online will help each of us to become the best version of ourselves...

  • http://www.ryanhanley.com/about Ryan Hanley

    Victor,

    Amazing comment! This is point. Selling is about relationship building. Cold Calling and Cold Visiting are sometimes a necessary evil. But similar to what happened with Victor that call or visit needs to relaxed, non-sale, introduction, nothing more than Hi, Here's a card, I will be in touch, have a nice day…

    You want to put yourself on the Radar… Nothing is getting sold that day…

    Thanks for the Story Victor!

  • victortulch

    It reminds me of a durable medical equipment rep in my office. I had a rather hectic lunch with a relative in the hospital, an emergency patient in my office and 2 patients waiting who were early for their one 1 and 1:30 pm appointments. this DME sales rep sees I am on the phone with who it turns out was a Cardiothroracic surgeon about my relative about a recent major set back. This guy interrupts me on the phone and asks me to speak to him about his line of durable medical equipment and supplies. I reply I am on the phone with a very important phone call. No that isn't good enough, he launches into x y and z while I am still on the phone. I politely finish my phone call with the CT Surgegeon, and ask this goon what his problem is in a professional tone. He goes off on his sales pitch. I ask him, do you realize that a) what you are doing is rude, b) I have an family emergency,c) I have a patient emergency in my office waiting to be see, d) I haven't eaten my lunch and E) you are still going full bore with your sales pitch despite a-d in front of you? I may have Aspergers Syndrome, a communications disorder where I am not good at subltlety with reading body language, but this guy couldn't get the hint that this is really not a good time. When he finally realized his pitch wasn't working, he had the gaul to ask me to take his business card and call him when I am ready to ask him about his products. He is trying to joke with me. I told him in so many words: I will call you, don't call me. He still didn't get it. This moron shows up in my office 3 weeks later, and I recognised him, amazingly, aren't you the **((&&^% idiot who was badgering me to buy product x from your company, he sheepishly said he was. I said please, leave my office and don't let the door hit you on the way out. Some people have some nerve, and I am not angry person, but sometimes you salespeople really piss off potential customers.
    he may have not been a liar with a by line, but get a clue! If I am interested, I will take your card and think about it. If I a not interested I will be polite and take your card anyways, If you tick me off, I will go to your competition and buy or prescribe their product. enough said!

  • http://www.ryanhanley.com/about Ryan Hanley

    Victor,

    Amazing comment! This is point. Selling is about relationship building. Cold Calling and Cold Visiting are sometimes a necessary evil. But similar to what happened with Victor that call or visit needs to relaxed, non-sale, introduction, nothing more than Hi, Here's a card, I will be in touch, have a nice day…

    You want to put yourself on the Radar… Nothing is getting sold that day…

    Thanks for the Story Victor!

  • victortulch

    It reminds me of a durable medical equipment rep in my office. I had a rather hectic lunch with a relative in the hospital, an emergency patient in my office and 2 patients waiting who were early for their one 1 and 1:30 pm appointments. this DME sales rep sees I am on the phone with who it turns out was a Cardiothroracic surgeon about my relative about a recent major set back. This guy interrupts me on the phone and asks me to speak to him about his line of durable medical equipment and supplies. I reply I am on the phone with a very important phone call. No that isn't good enough, he launches into x y and z while I am still on the phone. I politely finish my phone call with the CT Surgegeon, and ask this goon what his problem is in a professional tone. He goes off on his sales pitch. I ask him, do you realize that a) what you are doing is rude, b) I have an family emergency,c) I have a patient emergency in my office waiting to be see, d) I haven't eaten my lunch and E) you are still going full bore with your sales pitch despite a-d in front of you? I may have Aspergers Syndrome, a communications disorder where I am not good at subltlety with reading body language, but this guy couldn't get the hint that this is really not a good time. When he finally realized his pitch wasn't working, he had the gaul to ask me to take his business card and call him when I am ready to ask him about his products. He is trying to joke with me. I told him in so many words: I will call you, don't call me. He still didn't get it. This moron shows up in my office 3 weeks later, and I recognised him, amazingly, aren't you the **((&&^% idiot who was badgering me to buy product x from your company, he sheepishly said he was. I said please, leave my office and don't let the door hit you on the way out. Some people have some nerve, and I am not angry person, but sometimes you salespeople really piss off potential customers.
    he may have not been a liar with a by line, but get a clue! If I am interested, I will take your card and think about it. If I a not interested I will be polite and take your card anyways, If you tick me off, I will go to your competition and buy or prescribe their product. enough said!

  • http://www.ryanhanley.com/about Ryan Hanley

    There are so many “Sales Techniques” the sales professionals try to use… I think Steve hits the issue right on the head when he say “Tell the Truth” I'm calling for this reason… Are you interested? Yes or No, if yes great lets talk , if no have a great day maybe another time.

    Kiesha, I feel you, everytime I used to call Capital One no matter what the reason I got about 15 scripted sales pitches with no regard for my interest… turned a 3 minute phone call into a 15 minute phone call… so annoying…

  • http://twitter.com/krenee76 Kiesha

    LOL! I experienced a call like this recently. Although I was the caller, I was attempting to cancel an account. Instead of just allowing me to cancel my account the person insisted on telling me about all the benefits I'd be missing out. I interrupted, letting her know that I was aware, but she she just kept on – it's like they have an arsenal of backup material. I stopped her again, half-laughing, half-irritated and finally was able to cancel the account. My goodness it was a very energy-draining process. Someone please tell these people to stop!

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