Killer Opening Script for Calling Leads

Your sales script will make or break a deal when trying to increase your close rates with valuable leads.  Let’s face it, the first 90 seconds of that script is what determines whether you even get a chance to have a conversation and get to the quote.  You can’t afford to waste that first 90 seconds and throw away all the money you’ve spent on leads. 

What Makes A Killer Opening Script?

A killer opening script is designed to maximize quote volume by engaging the lead into conversation immediately from the first word.  Your opening lines have to hold the lead’s attention and keep the conversation going in a positive way. 

So, what’s in a killer opening script? 

First, let’s start with what’s not in it. 

The word “quote.” 

Imagine you get tickets to a concert to see your all-time favorite musician.  You’ve been listening to them since you were a kid, and this moment is one you’ve dreamed of your whole life.  Your idol steps out on the stage, walks up to the mic, and instead of cutting the anticipation with the first note from your favorite song, they simply say in a monotone voice with no music in the background, “The concert is starting now.”  Awkward.  

That’s what it sounds like when you start a quote by saying you’re starting a quote.  You don’t start a conversation by saying you’re starting a conversation.  You don’t start a first date by saying, “Let the date begin!”  Why would you use the word ‘quote?’  It basically tells the prospect to prepare for a sales pitch. 

How To Engage Your Leads In the First 90 Seconds

Start with what you know:

“It looks like you were researching insurance online and you filled out a form, which is awesome.  It looks like you’d be a great fit for our company.” 

Opening the conversation like this sets up a positive environment and mindset for the prospect.  You engaged immediately with their interest in researching insurance, which sets the right tone for the conversation to flow from there.  It also sounds like they’ve met some criteria that makes them a good candidate to work with your company instead of a salesy list of reasons they should choose your company over another.  

Then, roll right into immediately confirming details.  “You have a 2017 Honda Accord?  Great.  I just need to confirm a few more details and then we’ll talk a little bit more about what that looks like with our company.”  You’re straight into the quote by asking those open-ended questions up front.  Keep the pace moving quickly and stay in control.

It’s that simple.  If you open the right way and ask the right open-ended questions, you can lead the prospect all the way to the quote without any friction.  It’s all about what you say in those first 90 seconds and how you guide the conversation while keeping it positive and upbeat. 

Share your favorite ways to guide the conversation to the quote in our Insurance Agents Think Tank Facebook Group!