Search
 

There's No Substitute Fora Telephone Prospecting

It's easy to take talking on the phone for granted. But a telephone prospecting call is something very different.

By Kenneth L. Fields, CIC, CPCU | Updated on February 28, 2010

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:

Want to continue reading?
Become a Free
PropertyCasualty360 Digital Reader.

INCLUDED IN A DIGITAL MEMBERSHIP:

  • All PropertyCasualty360.com news coverage, best practices, and in-depth analysis.
  • Educational webcasts, resources from industry leaders, and informative newsletters.
  • Other award-winning websites including BenefitsPRO.com and ThinkAdvisor.com.

Already have an account?

NOT FOR REPRINT

© 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.

Recommended Stories

PropertyCasualty360

Join PropertyCasualty360

Don’t miss crucial news and insights you need to make informed decisions for your P&C insurance business. Join PropertyCasualty360.com now!

  • Unlimited access to PropertyCasualty360.com - your roadmap to thriving in a disrupted environment
  • Access to other award-winning ALM websites including BenefitsPRO.com, ThinkAdvisor.com and Law.com
  • Exclusive discounts on PropertyCasualty360, National Underwriter, Claims and ALM events

Already have an account? Sign In Now
Join PropertyCasualty360

Copyright © 2024 ALM Global, LLC. All Rights Reserved.