Strictly Sales" is written by the faculty of the Dynamics of Selling program. This month's column is from Fritz Koehler, CIC, CRM.
WE HAVE all been told that asking for referrals and networking are better ways to prospect than cold calling. Cold calling can be fruitful, however, although it is harder and probably requires more skill than the other two prospecting methods.
The quality of the cold-call appointment is consistently higher than those of appointments obtained through referrals and networking. There are two reasons:
Want to continue reading?
Become a Free PropertyCasualty360 Digital Reader
Your access to unlimited PropertyCasualty360 content isn’t changing.
Once you are an ALM digital member, you’ll receive:
- Breaking insurance news and analysis, on-site and via our newsletters and custom alerts
- Weekly Insurance Speak podcast featuring exclusive interviews with industry leaders
- Educational webcasts, white papers, and ebooks from industry thought leaders
- Critical converage of the employee benefits and financial advisory markets on our other ALM sites, BenefitsPRO and ThinkAdvisor
Already have an account? Sign In Now
© 2024 ALM Global, LLC, All Rights Reserved. Request academic re-use from www.copyright.com. All other uses, submit a request to [email protected]. For more information visit Asset & Logo Licensing.
