Why ignoring this concept is costing you money.
Let’s face it, producers come and go, but territories tend to be permanent. Marsh Berry says on 54% of newly hired producers will validate.
If you think about it, regardless of how we divide up our universe of potential new clients into territories, the individual targets within them stay the same. So, as I like to say, shame on us if our universe of potential targets are not warmer and better defined a year from now than they are today. Continue reading “How to build territories in Commercial Insurance over time.”
Hint: it’s all about the ability to Counter the no we hear when we ask for an appointment.
I called one of my former students the other day to see how she was doing with her new found appointment-making skills and she said that one the biggest benefits she received from going through our Prospector’s Academy was the ability to quickly read the defense so she can audible to the appropriate play to counter what’s being thrown at her. (You’ve got to love the analogy!) Continue reading “What does a quarterback’s ability to read defenses have in common with appointment setting?”
The Virtual Bank Account and the Check Off List.
In previous blogs, I’ve written about the causes for Call Reluctance. Most of those refer to preparation and the components of the process that need to be addressed. There are some of us, however, that even when totally prepared, would still rather being doing something else, and hence, do something else. Here are a couple of ideas that have been successfully used to visually see the value of the prospecting part of their job and then to motivate them to do it! Continue reading “Have Call Reluctance? Two ideas to defeat it.”
How to be good at a canvas call.
Before some of you read on and think I’m full of you know what, I am going to make an assumption here. That assumption is that I am talking to those of you who sell something where Initial Appointments require a fair amount of time and a solid set of questions in order to qualify the target into a prospect. If you are selling something that is a pure commodity, sold on price and/or availability, for instance, the situation would be different. Continue reading “How is setting appointments by canvassing (door knocking) different from doing it by telephone?”
Hint: It has to do with choices…
The idea for this blog came to me this morning at precisely 4:44am. One of our Australian Shepherds, Bindi, decided that it was time to get up so she came to my side of the bed and attempted to get me up and going. I looked at the clock and determined that it was not time to get up—but that got me thinking. Continue reading “What does the life of a dog and a sales professional’s life have in common?”
A Kellogg School of Management study sheds some light on the subject.
There is an old axiom in the appointment setting business that there is no bad time to call. If you’ve got time, pick up the phone and make some calls.
I still subscribe to that theory. However, as you’ve heard me say in this blog before, we measure everything we do and look for ways to incrementally improve our performance wherever possible. As a matter of fact, the calling tool we use from Contact Science actually has a report that will breakdown the most successful times you have calling. As you most likely aren’t using that yet, I thought I would pass this study on. Continue reading “When are the best times to call for appointments?”
Why you shouldn’t block your outgoing Caller ID.
So, you think you’re pretty smart and doing yourself a favor by cold calling with the Caller ID on your phone blocked? Here’s why we believe you are hurting yourself. Continue reading “Should you block your Caller ID?”