If Cold calling makes you feel dirty you should listen to your gut. In this article I'm going to explain why cold calling isn't working for you. Then I'm going to share what does work and explain why.
First, cold calling doesn't work the way you are doing it now because you are an uninvited pest. The people you call didn't ask you to call them. They're busy. They don't want to talk on the phone to people they don't know. Plus, most people only use a landline telephone to screen the calls they don't want. Anyone they actually know and want to talk to calls them on their cell phone.
Second, what you say isn't relevant to the person you call. When you answer the phone you expect the person on the other end to be someone you already know. If the person on the other end isn't someone you already know you expect that person to have something very important to say. What you consider important is something you are already looking for or have a particular interest in.
Few people wake up and jump out of bed screaming, "I have to get me some insurance today!"
Next time some clueless soul tells you "cold calling is a numbers game"; recognize that statement for what it is. That statement is a stupid platitude spouted off by people who don't have a real prospecting strategy.
Finally, you present your prospect with the wrong offer. Prospects expect your offer to interest them, bring them value, and be non-threatening. The idea of sitting down with a pushy insurance agent (they believe all insurance agents are pushy and obnoxious) is definitely threatening. An offer like that is definitely something they DO NOT want to do.
Bottom line cold calling doesn't work because you call the wrong people, say the wrongs things, and make the wrong offer. When you make a cold call it's like searching to find someone at a University of Nebraska home football game to buy insurance. At the game you could introduce yourself to as many of the +60,000 fans present. You could ask if they'd like an insurance quote. But, you wouldn't enjoy much success.
That brings me to the biggest reason cold calling isn't a good prospecting strategy. Even though cold calling isn't a good prospecting strategy you can make it work. You can learn a much better way to make those calls. But, you'll never make a lot of money doing it.
Here's why. Cold calling is a one-to-one marketing technique. It eats up your time, erodes your ego, and yields few results for your efforts.
An effective prospecting strategy is one-to-many. You do one thing and get your offer in front of many people. Of those many people the ones who are likely to actually buy contact you. When those likely buyers contact you, you give them an offer they want to accept. Because those prospects feel you've given them an easy way to take you up on your offer they are very likely to accept.
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