12 Sep A System to Assure Quality Prospecting
Prospecting is the lifeblood of any business. When the pipeline dries up, people get desperate. Desperate people seldom work smart or efficiently. They waste time, resources and energy trying to push square peg accounts through round hole carriers.
You can spot a desperate producer a mile away. They try to avoid you; stay below the radar in sales meetings; tell bad jokes to change the subject and they simply aren’t growing. It’s a leadership issue as much as it’s a producer problem. Sound systems wouldn’t necessarily prevent it from happening, but they would quickly put a spotlight on it and call for a change of action.
Growth comes from new appointments that turn into new revenue. As a leader, your challenge is to create systems that guarantee the growth you want.
You’ve got numerous choices for turning prospects into new business appointments. Your producers can be cold call by phone; drive to each location and walk in; go to networking events and meet people; wait for phone calls to come in from a referral, or work your existing clients for introductions.
Of these choices, one is more likely to drive quality appointments and new revenue into your agency. Drive growth by helping your producers to
- isolate their top clients,
- determine whom their customers know that they’d like to meet,
- then coaching them to get introductions.
Almost everything else on that prospecting list pales in comparison to something you can systematize and exercise some control. Having a system to organize this process, create follow up and measure successes is an important aspect of turning it into revenue and growth.
For more information on the iWin Agency Growth System, click here.
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