This is a very important topic that comes up a lot when I help small business owners and insurance agents with their sales processes.
Because I’m designing a process to get in contact with their prospects it has to be a 8-11 touch sequence. I get this objection a lot, “Tom, I feel like I’m being too pushy with all these touches and outreach to this potential prospect.”
First of all, they contacted you first. So, that lead comes in, they said, “Hey I’m interested in what you have to offer.” But for whatever reason, you’ve been unable to get in contact with them. Well if you’re only going to try once or twice, that’s not going to be good enough. You need those eight to 10 touches like we talked about previously, but a lot of people feel like they’re being too pushy or too aggressive.
Well if you believe enough in your product or your service, then you’re not being pushy, you’re actually wanting to help those people. I can remember years ago, I was living in Chicago and I had a condo and I needed insurance. I called several insurance agents for quotes. Some of them called me back and some didn’t. The ones that did call me back, I was able to get a quote and got my contents insured.
Good thing because I was broken into twice while I was living in that condo. All of my stuff was taken. The thieves had a real payday! Especially that first time because I didn’t have an alarm at that point. I learned so I did get an alarm, and when I was broken into again they still stole some of my stuff because the alarm company had sent the police to the wrong address!!
Moral of the story there is that I had that insurance because that insurance agent cared enough to be persistent to get me on the phone and make sure that I was covered properly. And I was able to replace all of my “stuff”.
Whatever it is that you’re selling you should be passionate about helping your prospects! Don’t feel bad about being too pushy, you want to help out that prospect. And the best way to help them out is to get them on the phone so you can figure out what their problem is and then solve it for them.
Does this seem like something you can implement in your business? Please post a comment below, I’d love to hear from you.
These blog posts are based on my IMPACT Sales System designed to double your sales in 90 days. If you’d like to speak with me personally on how to create an Impact in your business please schedule a free consulting call here: www.TomJackobs.com/strategy
