prospecting

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Chapter1Prospecting(1)

Dialogue:Referredlead

Professionalterms

amountofprotection

clients

coldcall

coldcanvassing

coverage

employeebenefits

insuranceagent

medicalinsuranceplan

monthlypayment

monthlypremium

prentation

prospects

suspects

Thedefinitionofprospecting

Theeking,qualifyingofsuspects

Creatingasupplyofnames,addressandqualifyinginformationaboutpeople

youwantasyourclients

Dialogue1

lkingwithanewfriendataprivate

lly,theirconversationisfocudontheirjob.

A:AgentJ:John

A:Whatdoyoudo,John?

J:I'tdoyoudo?

A:I'any'smedical

plansareamongthemostcompetitiveintown.

J:Really?

A:Yes,infact,

wanttotakealookatourplanstoo.

InHongKong,medicalexpenscanbeshockinglyhigh.

Afriendofminehasrecentlyspentallhissavingsonanoperation.

J:Youneverknowwhenthingslikethatmighthappen.

A:That'anttogoforadrinkandI'llshowyousomeofour

,tomorrownight?

J:Sure.

A:Bytheway,doyouknowanyonewho'snewintown?becauIthinkthey

reallyneedtoknowmoreaboutmedicalinsurancehere?J:Youshouldtalkto

myroommatePeter.

A:Whydon'tyoubringhimalong?

J:Yes,I'llaskhim.

Tipsonprospecting

beginwithmedicalinsurance.

tinggoingforadrinkisrarelyrefud.

theintermediate'sinterestfirstthenaskforothernames.

Handlingobjections

O:ObjectionR:Respon

O1:I'mnotinterested.

R1:Youshouldbebecauthisissomethingthatconcernsyourrightsand

benefits.

R2:Youprobablywillbeafteryou'velookedatourcompetitiveratesand

n'thurttoknowmore,doesit?Oh,Idon'tmeantopushyou

anttokeepyouinformed

needtheminthe

future.

O2:Ihavecoveragefrommycompanyalready.

R1:Thenyoumaywanttolookatoursavingsplans.

R2:Thenyoumaywanttolookatouraccidentcompensationplans.R3:I

understandthatsomecompaniesprovideexpatriateswithmedicalprotectionin

erinsuranceneedsarenotincludedsuchasaccidentand

savingsplans.I'msureyou'llbeinterestedinknowingmoreifyouplantostay

herelong.

Dialogue2:

hemisanexpatriatewho

knowsmanypeopleinhiscircle.(Centerofinfluence)Davidwantstoobtain

someprospectsfromhim.

A:AgentP:Paul

P:Whatdoyoudo,David?

A:IworkforABCInsurancecompanywhichisoneofthelargestintheterritory.

P:Areyouaninsuranceagent?

A:Yes,ntsaremostlyexpatriates

fromtheUnitedStatesandBritain.

P:Thatsoundslikeachallengingjob.

A:yjobverymuchbecauIenjoymeetingandtalkingwithpeople.

Bytheway,doyouknowanyoneIcantalktoaboutmedicalinsuranceplans?

P:Oh,IthinkyoucantalktomyfriendJennifer.

A:Let'utthisSaturdaynightat

BB's?

P:Okay.

Tipsonprospecting

izethatyouspecializeindealingwithexpatriates.

namesandphonenumbersfromnewfriendsthencallthemoneata

time.

rytollinsurancetoagroupofpeopleatonetime.

Handlingobjections

O:ObjectionR:Respon

A:DoyouknowanyonewhoIcantalktoaboutmedicalinsuranceplans?

O1:Oh,Idon'themhavecoverage,Isuppo.

R1:ean

tokeeptheminformedabouttheproductsandrvicesourcompanyprovides.

Theyhavenoobligationtopayoranythinglikethat.

O2:Idon'tthinktheyareinterested.

R1:WellJohn,youareone

ofmybestclients.

R2:I'mquitesurethey'llbeinterestedtolearnmoreaboutafreervicethey

canget.

R3:It''ssomethingoneshouldknowabout

whenhe'sinaforeigncountry.

O3:Idon'tknowthatmanyfriendshere.

R3:Idon'tmeantogetallthenamesthatyouknow,Ionlyneedacoupleof

thoyoucareaboutmost.

Dialogue3

PeterhasbeenDavid'yaregoodfriendsnow,

Peterknowsmanyfriends,mostlyexpatriatesinhiscircle.

A:AgentP:Peter

A:Peter,youknowI'y

on't

mindcanyourefermetosomeofyourfriendssothatIcanintroducemy

rvicesandproductstothem.

P:WellDavid,youknowmostofthefriendsthatIknow.

A:Oh,Iknow.I'vecontactedsomeofthemandI'lltalktootherssoon.I'msure

therearesomeotherfriendsthatyouknowwhomayneedmyrvice.

P:IthinkyoucantalktomycolleagueDeniMorton.

A:CanIhaveherofficetelephonenumber?

P:It's2365-9807.

A:DoyoumindifImentionyournamewhenItalktoher?

P:Well,Iguessit'snotaproblem.

A:Thanks,Peter.

Tipsonprospecting

ttinginformationfromfriends,befrank,enthusiasticandpositive

aboutyourjob.

opriateaggressivenessisalwaysappreciated.

Chapter2Prospecting(2)

Dialogue:Coldcanvassing

ProfessionalTerms

namecard

positive

enthusiastic

makeanappointment

quiteanumber

brochure

timeismoney

precious

convenience

Dialogue1

n'tknowthepeoplepersonally

r,thetargetisnotin.

A:AgentR:Receptionist

A:I''eakto

n?

R:I'mafraidhe'ouliketoleaveamessage?

A:Oh,I'youthinkhe'llbeavailable?

R:Youcantrytocallbackinthirtyminutes.

A:Thankyou.

Tipsonprospecting

ellthereceptionistyourintention.

soundpositiveandenthusiastic.

Dialogue2

Targetin,receptionistanswersphone.

A:AgentR:ReceptionistJ:n

A:n,plea?

R:Who'sspeaking,plea?

A:Wong,David(friendly)

R:Pleaholdonaminute.

J:Hello,thisisJohnson.

A:Hello,'sDavidWong.I'mwithABCInsuranceCompany.

I'dliketomakeanappointmenttoeyouaboutourcompany'sproductsand

rvices.

J:Sorry.I'mnotinterested.

A:n,itwon'ttakemorethanfifteenminutesforyoutolearnabout

ybeufultoyouinthefuture.

J:Youcanleaveyourmaterialswithmyreceptionist.

A:I'ntherearequiteanumberoftechnical

termsinthematerials.I'msureI'llsaveyoutimeifyouletmeexplainthemto

youwhileyou'reeo'clockthisafternoonbeconvenient

toyou?

J:Well,morrowatfour.

A:Thankyou,n.I'llbethereatfouro'clocksharp.

Tipsonprospecting

lkingtothereceptionist,soundlikeyou'reafriendofhis/herboss.

lkingtostrangers,thinkintermsofpeoplebutnotbusiness.

Dialogue3

Thetargetanswersphonedirectly.

A:AgentJ:Johnson

A:n,plea?

J:Speaking.

A:Hello,n,werebusy.I

isDavidWong.

J:nIdoforyou?

A:I'dliketointroducetoyouamedicalinsuranceplanforexpatriatesatalow

afternoonconvenienttoyou?J:I'mverybusythisweek.

A:Oh,n,Idon''ttake

longerthanfifteenminutesI'ciatethatabusymanlikeyou

wouldgivesomethoughtstoyourmedicalinsuranceneedsandthebenefitsyou

canget.

J:Whataretheplanslike?

A:It''swhyI'dliketotalk

rrowattwoalrightforyou?

J:Sorry,,I'drathertalkaboutitonthephoneifyoudon'tmind.

A:Youe,n,it'sabitdifficulttoexplainitonthephone,asIhave

somebrochuresthatI'dliketoshowyou.

J:Areyousureitwon'ttakemorethanfifteenminutes?

A:Ipromi,rrowattwoconvenienttoyou?

J:Okay,eyouthen.

A:Thankyou.

Tipsonprospecting

retheprentationisfifteenminutesaspromid.

thepointthatinterestshimmost.

ueonlywhenthetargetrequestsyoutodoso.

Handlingobjections

O:ObjectionR:Respon

O1:I'llcallyouwhenI'mavailable.

R1:Iunderstandthatyou'it'sbetterformetocallyou

again,say,aweekfromnow?

R2:I'llbedoingbusinessinyourareanextweek.I'lltrytocallyouwhenI'm

theresometimenextweek.

O2:I'mbusy.

R1:'swhymyprentationwon'ttake

omorrowalrighttoyou?

R2:I'msureyourprecioustimewon'fifteenminutes,you'll

findoutwhat'smostbeneficialtoyou.

Dialogue4

thebestuofhis

time,hedecidestopayvisitstoofficesinahighricommercialbuilding.

A:AgentR:s

R:Yes?

A:Goodmorning.(Smile,cheerfulandenthusiastic)I'mwithABCInsurance

eaktothepersoninchargehere?

R:I'nIdoforyou?

A:Mycompanyisrunningapromotionaboutexpatriateinsurancepackage.I'd

liketogiveyousomeinformationabouttheproductsandrviceswehaveto

keaminute,Mr...?

R:Sorry,wedon'.

A:Oh,'ustletmeexplainsome

ofthefreervicesyoucanenjoy,youmayfinditufulinthefuture.

R:Well,oupleastepintomyofficeoverhere?

A:Thanks.

Dialogue5

designedaquestionnaireforhissuspectsinordertobeginaconversation.

A:AgentC:Cunningham

A:Goodafternoon,myname'sDavidWong.I'mwithABCInsuranceCompany.

We'vebeendoingasurveyaboutexpatriateinsurancebenefitsinHongKong.

MayItalkwithyouforafewminutes?

C:WhatcanIdoforyou?

A:indhelpingmecompleteit?Your

personaldatawillbekepthighlyconfidential.C:Well,areyousureitwon'ttake

long?

A:ht,mayIhaveyournameplea?

C:JackCunningham.

A:HowlonghaveyoubeeninHongKong?

C:Threeyears.

A:Doyouhaveanyinsurancecoverageonyou?

C:No,Idon't.

A:Doyouthinkthatmedicalinsuranceisnecessary?

C:Well,Idon'treallyknowaboutthecostofhospitalizationandmedicationhere.

ButIsuppoitisnecessaryinanydevelopedcountries.

A:Wouldyouliketobekeptinformedaboutfreeexpatriatemedicalbenefitsand

rvicesavailableinHongKong?

C:Yes.

A:''smynamecardandalittlesouvenirfrom

ABCInsuranceCompany,Thanksalotforyourtime.

Tipsonprospecting

ollow-upphonecallaweeklater,makeanappointmenttointroduce

newplans.

izefreeexpatriateinsurancervice.

Handlingobjections

O:ObjectionR:Respon

O1:Ihavecoveragefrommycompany.

R1:That'wanttocomparetheratesandbenefitswithour

company'keaminutetoexplainthemtoyou?

O2:I'mnotinterested.

R2:Sir,ifIcanshowyouawaytosavemoney,wouldyoubeinterested?

O3:I'mhavingameeting.

R3:Oh,I'metoeyouagainanothertimeatyour

convenience?

Chapter3Approach

DialogueOnthetelephone

ProfessionalTerms

accidentbenefits

appointment

companybenefits

comprehensiveinsuranceplans

disabilityincome

insurancepackage

permanentinsurancecoverage

providentfund

questionnaire

survey

theDefinitionofApproach

Turningnames,telephonenumbersandaddressintosuccessful

appointments.

Dialogue1

Davidhasobtainedanamefromoneofhisfriendswhowouldliketokeephis

nameanonymous.

A:AgentR:

A:DavidWongfromABCInsuranceCompany.I'dliketomake

anappointmenttoeyouaboutourinsuranceplansforexpatriates.

R:Oh,howdidyouknowmyname?

A:Infact,ksthatyoumayfindit

helpfultoknowmoreaboutinsuranceinHongKong

R:MayIknowwhoheis?

A:Well,'llknowhisnamesoonenoughifyou'lljustletmeeyou.

R:Whatkindofinsuranceareyoutalkingabouthere?

A:Well,it''swhyI'dliketoeyoupersonallyso

thatIcanprenttoyoutheproductswehavetooffer.

R:Sorry,anyhasprovidedmeawholeinsurancepackage.

A:Oh,I'said,ourexpatriateinsuranceplansare

speciallydesignedforpeoplelikeyou.

TheyaresomewhatdifferentandmorebeneficialtoyouI'msure.

Andourmeetingwon'morrowtwo

o'clockbeconvenienttoyou?

R:Well,I'vebeenverybusylately.

A:,asIsaid,it'llbeashortappointment.I'msureyou'llfindour

swhenyouneedourrviceinthe

future,you'otomorrowbeokaytoyou?

R:Well,then,makeitthree.

A:Alright.I'llbethereatyourofficetomorrowatthreesharp.

TipsonApproach

ellanappointment,notpolicy.

keafriend,lessbusinesstalk.

,talkinacheerful,friendlymanner

Handlingobjections

O:objectionR:Respon

O:I''tknowwhenI'llbeavailable.

R:Sir,Iintendtobebriefandtothepoint.

Infact,itwilltakefiveminutesforyoutodecideifwhatIhavetoofferisofreal

valuetoyou.

Dialogue2

Davidissittinginhisoffice,

hasyellowpagesanddecidestoworkonhistelephoneskills.

FirstCall

A:AgentJ:Jennifer

A:Hello,I'urrently

kea

fewminutesofyourtime?

J:Okay,whatcanIdoforyou?

A:rpersonaldatawillbekepthighly

veyourname,plea?

J:JenniferMcDonald.

A:Yourage,educationaldegreesandpositioninthecompanyplea.

J:I'nMBAdegreeandIamasalexecutiveinXYZ

Company.

A:Donald,doyouthinkgroupmedicalinsuranceandprovident

fundarenecessaryinamedium-sizedbusiness?

J:Yes,Iguessso.

A:MayIknowwhy?

J:Well,Ithinkanyonewhohasrvedthesamecompanylongenoughshould

dervesomekindofcompanybenefit.

A:DoyouthinkthatmedicalexpensinHongKongaretoohigh?J:Iamnot

esstheywon'tbe

cheapinmostdevelopedcountries.

A:Doyoupreferapolicythatcomeswithyouremployerorapersonalonewhich

rvesyourwholelife?

J:IguessIpreferthepermanentone.

A:Canyougiveonereasontosupportthat?

J:Well,apersonalinsurancepolicyisalwayffectivenomatterwhatonedoes

itgivesmoreprotectiontotheonewhoneedsit.

A:',ald.

(Followedbyathank-youletterwithnamecard.)

Secondcall

A:AgentJ:Jennifer

A:MayIspeaktoMissMcDonald,plea?

J:Yes,speaking.

A:Hi,DavidWongspeakingfromABCInsurance

econversationwehadlasttime,Ithinkyoumaybe

interestedinoneofourcompany'keanappointmentto

eyou?

J:Oh,youcanndthattome.

A:'dliketohighlightsomeimportantfigurestoyou

'ointmentwon'ttakelongerthanfifteenminutes.

Howabouttomorrowattwo?

J:Okay.

Tipsontheapproach

Bemorefriendlyatthecondcall.

Handlingobjections

O:ObjectionR:Respon

O:I'llcallyouwhenI'mlessbusy.

R:Irealizethereareoccasionswhenapersoncan'ttaketimeoutjustatthe

moment.I'

leaveittoyoutotellmewhenyou'stomorrow

afternoonatthree?