Since marketing and prospecting takes considerable time and effort, why risk too-good-to-lose on-profile prospects in a series of one-time, do-or-die phone calls? The answer is, with the Ohio National Telephone Approach, you don't have to!
Try "X-Dating"
If an on-profile prospect isn't ready to grant you a scheduled meeting when you call, John Melchinger suggests a simple technique, called "x-dating" — short for "Expiration Dating" — which can help you recycle the prospect. Here's how it works.
Try this! Let's say you're on the phone with an on-profile prospect who isn't ready to see you.
Prospect: "I'm sorry, but I'm just not interested!"Agent: "Fine. I can understand that you are unable to meet with me just now, but may I end our conversation with a few short questions?
"In what month were you born?
"What is the anniversary of your mortgage?
"Are you considering transferring money out of a CD when it's time for renewal? Or repositioning assets you may have in mutual funds?
"Is there any reason why I shouldn't call you again before each of those dates with specific ideas to see if it is of interest and if I can be of service to you?"
Or, if the prospect is a businessowner,
"When does your fiscal year begin?"When does your group insurance renew?
"Is there any reason why I should not call you again 45 days prior to each of these events with a specific, related idea to see if you are interested in continuing the conversation?"
People will almost always say "no," which means "yes," (if only to get you off the phone!). But soon, you will have regular follow-up calls to make every week, based on your prospects' timing and reasons to call. This is good, dependable activity, and these contacts will provide positive feelings about your professionalism and follow-through. Just pick up the conversation where you left off!
Ohio National is not affiliated with, nor does it endorse or sponsor, any particular prospecting, marketing or selling system.