Fantastic results with the "free report" script

Got an hour in today on Gary's dialer with the new script I'm using and the results are stunning. Almost an hour of calling and 11 leads.

This is over 50% of people who don't have group saying yes - and I've never had over 50%. Only 4 "bite me's" and to 11 yes's:

15 people who didn't have group
11 yes
73% yes

It's obviously very nice to telemarket when over 70% say yes. Now - I don't offer it to businesses with group because it's a flat out waste.

After I faxed everything out today I got a call from a lady working at a doctor's office - needs coverage. The fax got passed around the entire office.

I also got to pitch secretaries - which I stopped doing since they never put me through to the owner and the owner never checked the email I sent. However, now I can get permission to fax my reports and it's almost like leaving a flyer off going BtoB.

So now if a hit a gatekeeper who won't let me pass I ask her for permission to send the fax. The lady who called me today was working in an doctor's office where the secretary just told me to send the fax.

My pitch:

"Hi, I'm John Petrowski with Maryland Health Plans and we've just issued a two page report on how people can save 30% or more off their health insurance premiums. At this time we'd just like to send the report to you and we can either email it or fax it."

100% said fax it - all 11. A few points:

• When you're telemarketing you're running into people who are naturally interested merely by making a high volume of calls. Those are the people who will strike up a conversation just by you mentioning health insurance. The problem is most agents don't do well with telemarketing so they never stick with it long enough to reach those people.
  

• This pitch puts your information in front of many people and you never know what will happen. Faxing is key because the entire office can read it and it gets passed around - unlike email.
  

• People will actually read this. Anytime you see "5 myths" or "5 ways to save" it's an eye catcher. I used to email brochures and obviously no one ever looked at 'em.
  

• You're not gonna telemarket in the first place unless you see action. When almost everyone is telling you no it sucks. However, almost everyone will allow you to send a free report.
  

• It's key in they pitch to say it's a two-page report. 4 of the 11 people double-checked to see how many pages I was faxing. If you just say "send you a report" people might think it's a small book and say no.
  

IMPORTANT: Faxing, unless you have permission, is illegal. I always take down the name of the person who told me I could sent it and always send it quickly so no one gets amnesia. A secretary could give you permission, the owner gets in the next day, sees the fax, call you and accuses you of blasting.

When I follow up it's simply "just checking to make sure the fax went through ok." Then I just get into finding out if I can help. I can also have them grab the "5 Ways to Save" and we can go over it looking for something that's a fit for them.

By the way, I'm faxing using this: http://www.myfax.com
Just type in the fax number, upload the docs and send. Very easy.