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How does this grab you?

Good morning Mr. Mybestshot. My name is Michael and I work with Toms Insurance Agency. The reason I'm calling, I wanted to ask for an appointment in order to get your opinion whether or not your company is managing risks appropriately.

Is there a time sometime this morning we could get together for a few minutes so that we can present to you what we do and how it will have a positive impact on your company?

I promise to not take up any more time than if we had a cup of coffee. If we have a fit, we move forward, if not, I'll help you throw me out the door... fair enough?

Option: What Risks?

"Well you could be paying too much for your insurance, or worse, you could be paying too little! The best way to evaluate this is to have a credible Second Opinion. You'd do this for a medical condition wouldn't you? Your current insurance program is essentially a prescription for a diagnosis of your business. That makes sense doesn't it?

Option: Nah... my agent takes good care of us we don't need any review..

Mr. Mybestshot, what approach does your insurance program take to pay your rent, your utilities, the interest expense on your notes, your workers compensation premiums, your health insurance premiums, your general liability insurance premiums, if you were ever disabled for over 30 days with a critical illness or severe accident? Does your insurance program take care of this for you or does your business continue to pay these expenses out of current income?

Is this effective? How would you change it?
- by rattus58
No.

Number one, you're supposed to be selling the appointment, not entering the sales interview.

"Get your opinion.." is not the real reason--so why say it?

Drop the "throw me out the door." NEVER demean yourself.

I don't like the medical analogy. It will provoke more resistance.

The last paragraph is challenging the prospect, i.e. "What approach does...". You will get more resistance.

Sell the appointment on the basis of a BRIEF overview of risk management that just might be very enlightening for him and his company. - by Ace Coldiron
We ARE selling the appointment. We say so right up front. "Good morning Mr. Mybestshot. My name is Michael and I work with Toms Insurance Agency. The reason I'm calling, I wanted to ask for an appointment in order to get your opinion whether or not your company is managing risks appropriately."

I've used the term, asking for you opinion for years to seek appointment. Most of my clients DO want to know what I'm wanting to talk to them about and I DO want their opinion on what I'm presenting, so I don't quite understand your point.

Drop the "throw me out the door." NEVER demean yourself.

Well I can go along with that, but I try to be less than stiff when talking to my clients. I make banter, jokes and comment when it presents itself. I'm also trying to be non-threatening, and for the record, I make fun of myself ALL DAY LONG. If I took myself too seriously I'd be in a padded cell.... :) How would YOU change that statement?

I don't like the medical analogy. It will provoke more resistance.

Ok... I don't know about provoke more resistance, it is complicated when I revisited it. We actually took that part out and just said...

"Well you could be paying too much for your insurance, or worse, you could be paying too little! The best way to evaluate this is to have a credible Second Opinion to determine "what's my risk and how well have I handled it with my current program?"

The last paragraph is challenging the prospect, i.e. "What approach does...". You will get more resistance.

Ok.... how would you change it. What I've discovered over the last week of trying this out with my son, is in my case, I LED with this...

"Ace, good morning, my name is TomL and the reason for my call is to seek an appointment with you to evaluate your insurance program. One area that we've found concern among business owners today is being able to pay the bills if they've been disabled for more than 30 days in order they don't have to close their doors.

Will your current plan pay your workers comp insurance, you general liability insurance, pay for someone to take your place, pay your rent and utilities all so you can recover without draining necessary resources from your business in what will surely be tougher times?

Would you have a few minutes later this morning that we could get together so I could present to you what we do and how we will have a positive impact on your company?

This approach has been effective for ME this last week or so, and we incorporated this as a comment to resistance for my son on his efforts, which