COLD CALLING
WHAT IS A TACTICAL REBUTTAL TO USE WHEN A DM TELLS YOU THAT THEY ALREADY OFFER BENEFITS?
1.THAT IS EXACTLY WHY I AM CALLING! ....
2. THAT IS GREAT YOU ALREADY TAKE CARE OF YOUR EMPLOYEES, MANY BUSINESSES I SPEAK WITH DO NOT HAVE BENEFITS IN PLACE.
3. IF YOU DON'T MIND ME ASKING, ARE YOU TALKING ABOUT HEALTH INS THAT PAYS THE DOCTORS AND HOSPITALS ONLY?
IF YOU WALK INTO A BUSINESS WHILE CANVASSING AND SOMEONE WORKING THERE TELLS YOU THEY ALREADY HAVE AFLAC BUT THEY HAVE NOT SEEN THEIR AGENT SINCE LAST YEAR, SHOULD YOU SET UP A MEETING TO COORDINATE THEIR NEXT OPEN ENROLLMENT?
NOOOOOOOOOOOO! THE BEST PRACTICE WOULD BE TO ASK THE NAME OF THEIR AGENT AND OFFER TO PASS A MESSAGE ABOUT LACK OF SERVICE TO YOUR MANAGEMENT TEAM.
WHICH IS THE BEST EXAMPLE OF AN ELEVATION?
CALLING A BUSINESS ON TUESDAY AND AGAIN THURSDAY.
CALLING A BUSINESS ON A MONDAY AND WALKING IN ON TUESDAY.
CALLING A BUSINESS ON A WEDNESDAY AND MAILING THEM A MARKETING BROCHURE ON A FRIDAY.
CALLING ON WEDNESDAY, FOLLOWED BY MAILING A MARKETING BROCHURE ON A FRIDAY THAT WILL BE DELIVERED THE FOLLOWING WEEK.
WHERE DO YOU ACCESS THE TEMPLATE TO CREATE A LANDING PAGE?
IN EVERWELL UNDER THE DROP DOWN TAB AT THE TOP LABELED "MORE"
WHERE DO YOU ACCESS THE SALES MARKETPLACE SO YOU CAN CREATE CUSTOMIZED MARKETING MATERIAL?
FROM THE AFLAC ONE aka THE FIELD FORCE SERVICES HOME PAGE.
IF YOU ARE PUT ON HOLD AFTER ASKING TO SPEAK WITH A DM, WHAT IS AN ACCEPTABLE AMOUNT TO WAIT ON LINE BEFORE HANGING UP?
30 SECONDS TOPS. COLD CALLING IS A NUMBERS GAME AND TIME IS THE MOST VALUABLE RESOURCE.
WHEN CANVASSING WITH ANOTHER AGENT AND AN APPOINTMENT IS MADE. HOW SHOULD IT BE DECIDED WHO GETS THE GROUP CREDIT?
BEFORE CANVASSING ANY DOORS, THERE SHOULD BE AN AGREEMENT UNDERSTOOD BETWEEN BOTH AGENTS, (WE DO HAVE PAPER CONTRACTS), THAT TURNS WILL BE TAKEN ON A EVERY OTHER DOOR BASIS WHO WALKS IN FIRST AND INITIATES CONTACT.
WHAT IS THE AVE NUMBER OF TIMES IT TAKES TO ELEVATE A COLD LEAD TO A ER APPOINTMENT?
5-8 APPROACHES TO SET UP A ER MEETING
WHEN CREATING A LANDING PAGE FOR A COMPANY, OTHER THAN CREATING A CLICKABLE LINK TO BE USED IN A EMAIL, WHAT OTHER TYPE OF DIGITAL MARKETING CAN BE CREATED?
A QR CODE LINKING TO A WEB ADDRESS CAN BE CREATED, PRINTED AND GIVEN AS A HANDOUT OR POSTED FOR MOBILE MARKING DISTRUBUTION.
WHAT IS THE AVERAGE COST TO CUSTOMIZE A AFLAC MARKETING BROCHURE WITH PERSONALIZED CONTACT INFO SPECIFIC TO A AGENT?
NO COST!!!!!!!!!!!!
WHEN SPEAKING TO A DECISION MAKER AND THEY TELL YOU THEY ALREADY HAVE A BROKER, IS IT BEST TO QUICKLY END THEY CALL AND MOVE ON TO THE NEXT ONE?
NO, IT IS A CLASSIC OBJECTION AND CAN BE EASILY OVERCOME. FOR EXAMPLE, "THAT IS GREAT WE WORK WITH BROKERS ALL TIME." "I WOULD BE HAPPY TO GET THEM INVOLVED IF WE DO DETERMINE AFLAC WOULD BE A GOOD FIT AFTER OUR 15 MEETING, DOES TUES AT 10AM WORK....OR IS THUR AT 2PM BETTER?
WHAT IS THE BEST RESPONSE TO USE WHEN CANVASSING AND CONFRONTED BY SOMEONE WHO REACTS DISAPPROVINGLY, STATING THAT THERE IS NO SOLICITING IN THE AREA!
GRACEFULLY ACKNOWLEGDE THE WARNING, ESPECIALLY WHEN THERE IS A POSTED SIGN, AND DESCALATE THEIR EMOTIONALLY CHARGED DISPOSTION BY COMMUNICATING, THAT IN FACT THERE MUST BE A MISUNDERSTANDING AS YOU ARE NOT TRYING TO SOLICITE A SALE OF ANY KIND. YOUR PURPOSE IS ONLY TO SCHEDULE A MEETING TO SHARE THE VALUE AFLAC FOR BUSINESSES AT NO COST.
WHAT IS THE LEAST AMOUNT OF TIME YOU SHOULD HAVE BETWEEN ELEVATING A LEAD?
2 WEEKS IS CONSIDERED PROFESSIONALLY PERSISTENT.
WHAT ARE 2 DIFFERENT FORMATS AVAILABLE ON THE LANDING PAGE TO BRING THE DETAILS OF EACH SPECIFIC POLICY TO EMPLOYEES?
SHORT VIDEOS SUMMARIZING WHAT MAKES THE SPECIFIC POLICY DIFFERENT FROM THE OTHERS.
PDF VERSIONS OF EACH BROCHURE OUTLINE THE SPECIFIC CASH BENEFITS AMOUNTS.
CAN YOU NAME AT LEAST 2 DIFFERENT TYPES OF NO COST MARKETING MATERIALS THAT CAN BE CREATED USING THE SALES MARKETPLACE?
CUSTOMIZED PRODUCT SPECIFIC BROCHURES, *THAT CAN ALSO HAVE LINKS TO CONNECT TO AFLAC BRANDED INFO-VIDEOS
ENROLLMENT POSTERS/POSTCARDS
EMPLOYEE INTEREST SHEETS FOR OE
INDUSTRY RELATED ELEVATION ARTICLES
WELLNESS INFORMATION FLYERS FOR SERVICING
TRUE OR FALSE:
WHEN ASKED TO EXPLAIN, "WHAT KIND OF AFLAC BENEFITS DO YOU OFFER?"
YOU SHOULD DO YOUR BEST TO MENTION AS MANY TYPES OF POLICIES YOU CAN REMEMBER.
FALSE, DO NOT "BARFLAC" ANY EXPLAINATION WHEN BAITED TO SELL THEM OVER THE PHONE!
A SIMPLE RESPONSE, CREATING CURIOSITY TO ABLIGE THEIR REQUEST IS ALL THAT IS NEEDED.
*NO COST BENEFITS THAT PAY CASH DIRECTLY TO YOUR EMPLOYEES.
*EMPLOYEE FUNDED BENEFITS THAT CREATE PRE-TAX SAVINGS FOR ALL.
*PRE-TAXED BENEFITS THAT HELP TO ATTRACT AND RETAIN EMPLOYEES, AT NO COST TO YOU.
*EMPLOYEE BENEFITS THAT ENHANCE WHATEVER YOU CURRENTLY HAVE IN PLACE TO COVER OUT OF COSTS FOR UNEXPECTED MEDICAL EVENTS.
*VOLUNTARY BENEFITS THAT RUN THROUGH PAYROLL REDUCING YOUR WORKERS COMP EXPENSES.
WHAT SHOULD YOU SAY WHEN YOU WALK INTO A BUSINESS AND THE OWNER LIKES WHAT YOU ARE EXPLAINING AND THEN SAYS, "LET ME GO ASK THEM IF THEY WANT AFLAC!"
UNFORTUNATELY, THAT IS THE MOST COMMON RESPONSE I HEAR FROM BUSINESS OWNERS. THE FACT IS THAT, IN MOST CASES ASKINGANYONE IF THEY WANT MORE INSURANCE, OR WORST ASKED IF THEY WANT TO PAY FOR MORE INSURANCE THE ANSWER IS NO.
WE HAVE FOUND THAT IN THE CASES WHERE WE ARE PROVIDED THE OPPORTUNITY TO ADVISE HOW AFLAC MIDIGATES FINANCIAL RISK AND HELPS TO COVER OUT OF POCKET EXPENSES HEALTH INSURANCE DOES NOT, THAT 60% WILL SEE THE VALUE AND ENROLL.
WHAT ARE SOME OF THE MOST OPTIMAL CIRCUMSTANCES TO GO CANVASSING?
DURING ANY HOLIDAY SEASON WHERE ELEVATIONS CAN CARRY THE SAME THEME
RIGHT BEFORE A HOLIDAY WEEKEND
TIMES OF DAY THE WEATHER IS THE BEST
WHEN YOU HAVE A CANVASSING PARTNER
ON A TUES/WED FOR THE BEST CHANCE TO SET THE APPT IN THE SAME WEEK AVOIDING ANY DELAY
THUR MORNING USING END OF WEEK URGENCY TO CLOSE NEXT DAY
ANYTIME FRIDAY WHEN SPIRITS ARE MOST ELEVATED ANTICAIPATING THE WEEKEND
ANY DAY THAT ENDS IN "Y"
WHAT ARE THE SCHEDULING OPTIONS YOU CAN ADD TO A LANDING PAGE?
CALENDLY LINK FOR APPOINTMENTS
PHONE NUMBER/TEXT FOR APPOINTMENT
EMAIL FOR APPOINTMENT
WHAT ARE SOME OF THE DIFFERENT TYPES OF AFLAC BUSINESS THE MARKETING MATERIALS CAN BE USED FOR?
TRADITIONAL BUSINESS UNDER 99 LIVES
GROUP BUSINESS WITH BROKER INVOLVEMENT OVER 100 LIVES
PUBLIC SECTOR BUSINESS
DIRECT SALES
WHAT IS THE NUMBER OF DIALS TO STRIVE FOR DURING MONDAY MARKETING, TO ENSURE THE FOUNDATION OF YOUR SALES PIPELINE?
THE MAJOR MAJORITY OF THOSE WHO HAVE ACHIEVED THE BENCHMARKS UNLOCKING THE CASH BONUSES OR OPENING NEW GROUPS IN THE INITIALS WEEKS FOLLOWING THE RECEIPT OF THEIR WRITING NUMBER CAN AGREE.
AS A DSC, I HAVE SEEN IT PROVED OVER AND OVER THEIR IS NO MAGIC/SECRET STRATEGY. CALLING IS A NUMBERS GAME AND FOR THE TIME GIVEN ON A MONDAY, THE MOST SUCCESSFUL STRATEGY COMES DOWN TO 2 VARIABLES.
1. TOTAL VOLUME OF CALLS MADE, IN CONJUNCTION WITH...
2. THE HIGHEST LEVEL CONSISTENT, REPETITIVE AND TARGETED MARKETING ON A RANGE OF 100-300 MAXIMUM LEADS.
WHERE ARE THE BEST PLACES TO CANVASS ON HOT SUMMER DAYS, AS WELL AS ON RAINY ONES?
HIGH RISE OFFICE BUILDINGS, SAVE THOSE PLACES FOR THE DAYS OTHER USE WEATHER AS AN EXCUSE TO STAY HOME.
WHAT IS THE MOST POPULAR, WIDELY ACCEPTED, AVAILABLE IN ANY THEME OF SEASON UPON US, LIGHT WEIGHT, COMPACT, FANTASY FUELING, PROFIT BUILDING POTENIAL, WATER ABSORBANT, NUMERICALLY REGULATED, FUN FILLED, SHORT LIVED, WEALTH TRANSFORMING OPPORTUNITY YOU CAN ELVATE WITH FOR NO MORE THAN $1???
A NOTE ATTACHED TO A LOTTERY TICKET STATING: THANK YOU FOR TAKING MY CALL TODAY, JUST LOOKING TO SEE IF I CAN GET LUCKY SCHEDULING 15 MIN ON YOUR CALENDAR ON XYZ.
GOOD LUCK TO YOU AS WELL!!!!
HOW LONG IS A LANDING PAGE LINK GOOD FOR?
30 DAYS
60 DAYS
LONGER THAN 90 DAYS
AS LONG AS YOU SET THE CALANDAR FOR;
UPTO A MAX OF 2 YEARS.
WHEN IS THE SALES MARKETPLACE OPEN?
24/7