At IFA Direct Home we divide the call into 4 parts, the introduction, expansion, home run and the benefits.
This post will look into more detail as to what should happen in home run part of the call. The home run, like the introduction is the most scripted part of B2C Cold calling process and is the most assumptive.
Generally speaking if you have done The Expansion part correctly and gained all the relevant information, given the prospect the likely pension savings and asked whether they would like to make these kind of savings for which they reply “yes”, then there is no need to ask for an appointment. You just book the appointment and use the “Assumptive Close”. It goes something like this…..
The Home Run
Well I just want to explain who we are and what we are about. IFA Direct Home is essentially a collective of IFA’s – some 30+ IFA firms that networks the UK. All of our IFA’s are FCA regulated meaning that if they cannot better what you currently have then they are obliged to leave your pension where it is.
Many IFA’s working this campaign have negotiated directly with pension companies to get favourable reduction in pension charges so they can almost certainly better what you currently have. Some are as low as 0.38%!
If they cannot better what you currently have then there advice would be to leave your pension where it is so it really is a win, win situation you have nothing to lose. Your IFA is ________________and I am just looking in his diary now. He is free next Tuesday, Wednesday – when is best for you? Mornings, afternoons or evening?
Before you attempt this part of the call – you have to have covered and shut all the doors in the sales corridor.
Ryan Mellor, Co-founder at RMT Direct
If you are a financial advisor and you would like to work with us, please visit RMT Direct.