Speaking with agents around the country we hear a lot of ‘war stories’ about their teleprospecting experience. Frustrations with telemarketing firms often come down to appointments that were just not qualified. Scheduling an unqualified appointment is like hiring someone to do a job for which they’re not capable. No one would intentionally hire incompetent workers, yet every year, countless inappropriate sales meetings are scheduled, and enormous time and resources are wasted in the process.
You might be able to schedule a meeting with someone, but is that prospect at all likely to become a new agency account? More to the point, do they meet these three criteria:
Are they motivated to make a change?
Are they able to make a change?
Are they ready to make a change?
If you can answer, “yes” to all three then you’ve got a legitimate new business opportunity. If you can’t, then it’s probably not worth your time to meet – at least not now. This issue of MARKETPULSE is all about motivation and the role it plays in identifying and influencing prospects.
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