It's easy to take talking on the phone for granted. But a telephone prospecting call is something very different. Telephone prospecting can be productive, generating more output (appointments or x-dates) per input (your time and effort). But telephone prospecting won't work if you're winging it when you pick up the phone. To be truly effective on the telephone, planning and preparation are critical.
1. Determine who to call. Only with an agency marketing plan can you determine who in your marketing territory is likely to buy what you have to sell. Before you target any market, get the answers to these questions:
o Are there a sufficient number of accounts of this type to justify working this market?
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.
