Empower your business to convert leads into sales for organizations

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how do we convert leads to sales right Cody okay let's hear it let's hear it man let's hear the good stuff we heard your story we know what you do let's talk let's talk to numbers let's hear the brass tacks right okay so what I want to start with is a recent is is a study that I'm gonna share with you that's gonna be part of this ebook and at the end I'll remind me I'll give the URL of where to actually go and get this ebook and download it for free okay there's no shipping and handling there's no free trial it's actually frickin free okay so in this study that I'm at I'm gonna reference that they worked they worked over three years fifteen thousand unique internet leads and they made a hundred thousand calls over three years and here's what they found here's what they found the best days to make contact the mess desk best days to make contact were Wednesday and Thursday okay we're Wednesday and Thursday the best times the best times to make contact ended up being about 8 to 9 a.m. and about 4 to 6 p.m. so it's actually realign ooh and a lot of things you may have known okay we noticed a response at a time that after for the first five minutes was the best time to respond and after five minutes the contact rate decreased 400% within the next five minutes after that which is crazy to think about right persistence the actual persistence of okay are we going to continue to work these things a lot of Ages like the study is that 80% of sales were made between the fifth and twelfth contact okay but most insurance agents go one touch sometimes go sometimes we buy a lead we wouldn't even call it you ever been that dude or dudette right I have okay and you can raise your hand with me as we're a part of this virtual life okay because that is a reality some call it none some call it once some call it twice some don't call it at all okay so what what what what what they notice in this study is that when they went six calls they had a 90% chance of contact a 90% she has a contact by going six calls okay by going six calls so I set you up with that study to really open up your eyes to think about your specific business right now when you're thinking about your specific business I want you to take some notes today okay and when you're taking notes today I want you to think about you what you do how you do it and I want to give you tangible ideas and nuggets for free my goal is the over that over the next 20 30 minutes you leave and you say holy crap that was the best 30 minutes of training I've ever received that's my goal for you and I would do everything in my power for that to be your route okay so this will be a part of that free ebook at the end by the way okay so there you go also also I want to jump into what is my 12.12.2012 day 3 now you can follow up with some leads after that however we're gonna put all of our emphasis in the first 72 hours when they have the best chance of remembering that they were a lead to begin with so let's look at calls texts and emails ok calls texts and emails I want you to go 3 calls day 1 one text one email that's a total of how many touches that's five right day two two calls one texts one email that's four total touches day three one call one texts one email that's three total touches if you add those up five four three that's twelve total touches within the first 72 hours okay now I'm gonna move there a lot of this quick this is a ton of material I gotta cover today that's the main pieces okay now let me give you we've got to see a cell system with hundreds of videos that is extremely elaborate that's great for training cells teams all right that was the twelve touch follow-up system now I want you to also leave one voicemail per day right when you can a lot of agents will Dornoch the the lead that they couldn't reach right that were unreached now here's some other things we learned earlier that six calls can equal a 90% chance of contact now that probably a little high for what we would see nowadays this study was was a few years old however if that's the optimal amount of calls we should never not go to six okay now I'm gonna give you a secret that you need to be doing that will increase contact rate and that is something called triple dialing if you're not triple dialing you are missing out on talking to leads and what do you buy leads for you might need to talk to them you don't buy leads to sell them you buy leads just to simply have a conversation with them that's it I want to talk to them right so triple dialing and what I mean by that is okay dial they don't answer I don't leave a voicemail hang up call again immediately dial don't leave a voicemail they don't answer hang up and do it again okay triple dialing I want to go up to three calls bang bang bang because that will increase your answer rate the absolute most ok so here's some other things that you can do to really help you get help get you on the phone a lead vendors job with what the biggest misconception in our insurance industry is is a lead vendor or a marketing company or when you generate your own leads or whatever is for those two B cells leads never equal sells leads is an opportunity and I want to read you I want to write this down today leads is an opportunity for you to make a sell its opportunity to talk to someone it's someone that has elitist has some level of interest maybe a 10 maybe a 1 it's your job as a salesperson to follow up enough and be persistent to talk to them have a conversation it's also your job as salesperson to be good enough at the sales process and that piece so if there are one to move them up right if there are six move into a 10 right to get them to convert them the converting piece is on you the talk into a piece is on you right you do everything in your power to make that in reality now also you need to be thinking about calling at different times of the day just because we know the best times to call doesn't mean it doesn't mean that you should call them every day at 3:30 or 4 o'clock and you just keep calling like I only make calls a certain times Cody so I only call them this if they don't answer three days ago at the same time maybe they're unable to answer the phone during that time so let's think I said the Box a little bit okay also calling with a different phone number can get you outside of the box and can get you thinking right because if that's the case we need to do that when you do that you could call from your office you'd call from your cell phone I can call from a payphone if those even exist anymore right I can go to I can I can I can go to my gran you know grandparents house and out from a rotary phone if I want you know or I can I can I can in a colleague right team members phone and can call from Google Voice right you have options whether you believe or not and my spouse is right you have options whether you believe it or not okay so a different phone number is a good option to natee as well because if you think about this the big thing that most of us forget and that we don't realize is that before I get into some actual specific phone tips that you've probably never heard before that you need to hear 80% of cells 80% of cells are made between the fifth and the twelfth contact but most of us do not follow up are we lazy do we not want money do we not want to help people like what's the reerrr we are we just so successful that we can't call someone twice or even once like what's the deal there okay so that's some initial piece I'm gonna move the phone I guess again I got six page the content that I'm trying to get there as fast as I can because you're gonna get access to this okay to re-watch and your awesome good access to this from me I'm gonna show you tell you at the end how to get access to this entire book for free okay so let's get into some actual phone tips okay some actual phone tips the first one is you need to assume that the right person answered the phone what do I mean by that that initially the the initial conversation with someone is the absolute best way to make sure okay is the absolute best way to make sure when you speak a lot people are trained to say I'm looking for Betty is this Betty can I talk to Betty are you Betty do you know Betty right that is not the way to open up a phone call most of us are trained to ask a question when we jump on the phone no the answer is hello Betty and you say well what well if you think about this which one is more successful which one is more confident hello is this Betty or hello Betty the second one and that's what you need to be doing okay so that's the first tip the second tip is I only use my first name when I'm making calls last name nobody cares they're gonna forget company name nobody cares they'll probably forget or it'll also give them a chance to interject early in the call my job in the first 30 15 30 60 seconds of a call is to remain it is to take control remove the opportunity for objections and to continue down the script okay but you can't do that if we're not thinking outside the box and if we're if we're allowing them to interject when I say well this is Kody with you know senior marketing specialist right they may say well I've never heard of them who is that right that's a chance for them to interject and we do not want that so I don't even put it okay don't even put it third thing is I don't ask I don't ask what every other telemarketer and salesperson in the world ask which is how are you I don't ask it okay we're trained to ask it every telemarketer in the world ask it and you don't even care how they're doing because you don't even know them yet okay so don't ask how are you fourth tip is don't do not pause okay so I'm about to give you a miraculous a miraculous phrase hello this is hello Betty this is Kody I'm getting back to you what happened here here's the example of the wrong call is insurance agents make a call and they say hello here's the example of a complete wrong call hello I'm looking for Betty hey Betty this is Kody Askins with senior marketing specialist how how are you doing today oh I'm doing I'm doing okay you know why are you calling me well miss Betty you fill out a form online saying that you wanted to get a quote or to talk to an agent about getting a quote for it for your insurance and then we pause and when you pause right there here's what you're saying I'm not confident right I don't know what to say Betty I'm not any good Betty please take control of the call right now and please Betty please give me an objection right now I don't know what I'm doing please insert an objection right here the pawls without a question is the death of the call I want you to never do that again can we have a mutual agreement right now that you will never do that again okay you promise all right good okay so don't pause right I'm gonna give you example the right call in a second also sell a drop off if you're setting physical face-to-face appointments sell a drop off okay or if you are doing phone sales right then have a statement early on to absolutely grab control that that does what that fish with a question right you say well Cody give me an example right hello Betty yes this is Cody here getting back to you about those new state-approved final expense programs that you may qualify for now tell me miss Betty are you still living in the state of Missouri right that's a consent that's a statement to grab control early in the call I'm either so on a drop off time either way I'm grabbing control I'm either selling a drop off time or I'm trying to gain control immediately to keep them on the phone so that I can start to qualify them in or out of the product right okay so that's that that's the last piece now if you loved this video and you want to learn how to attract more customers immediately all right the next video is right here it's for you click on there and I'll see you in the insurance industry if people can reach out to you to do business with you it's a lay down cell yeah I think if you really understand the concept the concept of being famous right I live outside of