A few days ago, I was having a conversation with a good friend of mine, Eddie.
He was asking me for advice on how to best prospect for insurance customers. Whenever I think of prospecting in general, I reminded of 3 of the businesses that I've created from the ground up by cold calling...
Two of them made it to the $10,000 per month mark from literally nothing.
No massive marketing budget. No prior experience. No online ads. Nada...
Both started by me walking up and down blocks, knocking on doors, and cold calling. If you've ever prospected this way, you know that it's no fun at all. You are treated like garbage, and whomever you are prospecting at the moment only has one problem to solve - the fastest way to get you out of their office.
They do not yet know, like, or trust you.
They don't know if you're there to rob them, or provide them with value. They don't know if you're there to help them, or if you're there to help yourself to a commission at their expense...
And until your prospect knows what your intentions are, they're not buying squat from you. And they shouldn't.
So how do you get someone to know, like, and trust you? How do you get a cold prospect to "warm up" to you?
Here was my advice to my friend, Eddie:
Let me stress that this is a very non-pushy approach that leads with value first, and builds a relationship with your cold prospects, so they warm up, and eventually become a "hot" prospect that buys from you month after month, year after year..
These videos shouldn't be longer than 2-3 minutes, and should provide your prospects with huge value . Make sure that you're giving away your very best stuff upfront.
They do not need to be professionally produced, nor do they need to be of Hollywood quality. They just need to provide real value that your cold prospect can consume and see results with immediately.
Again, an iPhone or Android, or whatever you've got will work.
Once you've finished this video series, you can:
Using this approach will get your cold prospects to know, like, and trust you before you meet, making your meeting (phone or in person) enjoyable.
Not to mention the chances of you making a sale ...far easier.
Russell de la Peña
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