Round 2: Example Script for Making the Appointment Call
Hello John…This is (NAME), and I am a Financial Representative with the Northwestern Mutual here in Whitewater. Recently, I had the opportunity to work with a mutual friend of ours, Jimmy Peltier, and he had some great things to say about you.
The purpose of my call is to meet with you and show you the type of work I do in the insurance and financial services industry. I will be in your area on Wednesday afternoon and again on Thursday morning. Which works better for you?
OBJECTION I don’t want to waste your time.
I appreciate that but based on the nice things Jimmy said about you, I know it wouldn’t be a waste of our time to meet. Since I will be in your area anyway on Wednesday afternoon and Thursday morning, do one of those timeslots work for you?
OBJECTIONJust send me something.
As much as I would love to, without knowing anything about your situation, I wouldn’t begin to know what to send. Again, Jimmy spoke so highly of you that I’d really like to meet you in person. Would Wednesday afternoon or Thursday morning work to just meet and put a face with a name?
OBJECTION I don’t know anybody who needs insurance.
I would never assume you need any of the products we have to offer. My preference is to simply to meet each other on a favorable basis, show you the type of work that I do, and spend some time learning more about what you do. If this week isn’t good we can take a look at your calendar for next week?
Appointment should set at this time.
*Please Remember*
This is a live person you are talking to so you’ll have to be ready to improvise. Above is a guideline of what Client Objections you should be prepared to hear and some examples of how you might respond to these objections.