Insurance Consultant's Newsletter
Scott Simmonds, CPCU, ARM
April, 2006
Helping Insurance Experts Build Great Consulting Practices
www.icmentor.com
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Feel free to forward this newsletter to colleagues. Comments, questions, and suggestions are always welcome. Email: Scott@InsuranceFixer.com or call 207-284-0085.
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The Best Cold Calling Advice - Don't
My son and I recently watched the 1980's movie, War Games. In it, the big defense department computer learns that in tic-tack-toe and in thermonuclear war the only way to win is not to play the game.
It's the same with cold calling. The secret to cold calling success is not to do it. You're a professional! What are you doing calling people as if you're selling encyclopedias?
When was the last time you bought something from a telephone salesperson? How do you feel when you get a call, letter, or email from someone asking you to buy something? Why do you think your prospects are any different?
Marketing based on interrupting people is going the way of the abacus.
Spend your marketing time writing articles, and white papers. Build your circle by speaking to business groups, chambers of commerce, or service clubs. Build your system of referrals from clients, business leaders and centers of influence. Build a marketing plan that is based on value and marketing gravity - getting people to come to you. Stop wasting time calling strangers.
Build yourself into a person of interest in the eyes of insurance buyers and centers of influence. Meet with accountants and attorneys who can refer you to business owners and leaders who need your services.
The lure of cold calling is that it feels productive. It feels like you are actively pursuing business. "See how busy I am," you tell yourself. "I just need to call enough people."
In reality, when you are cold calling you are killing your reputation with perfectly good prospects. Cold calling is nothing more than "phone-spam." Don't do it.
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Visit My Insurance Blog - http://www.InsuranceBuzzer.com/.
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Insurance Consultant Mentor Program - Designed to help you build your business faster, with less hassle, and fewer false starts. Grow your current practice or gain the edge in your startup. The object is for you to make your business the best it can be - faster and more profitably. Go to http://www.icmentor.com/mentor.htm.
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Scott Simmonds,
CPCU, ARM
Insurance Consultants of Maine, Inc.
Phone 207-284-0085
Scott@InsuranceFixer.com
http://www.InsuranceFixer.com
Insurance Consultant Services Website: http://www.icmentor.com
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