Illusion,only,want,meet,Warm,P business, insurance Illusion #4 I only want to meet Warm Prospects

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Although this questionappears to address quality, once we dig deeper, this is essentially a validconcern of economic cost (actual $), opportunity cost (time), and psychologicalcost (pain). Many of our new clients begin a new lead generation campaign with the following goal: “I am very busy, don’t waste my time with cold or semi coldprospects, I only want to speak to prospects who are actively interested inlearning about my services or products.”This is a reasonable goal, we get it, we are all after theultimate art of efficiency and increased productivity. This never ending chasefor efficiency and productivity is evident in Fortune 100 Billion dollarmultinational corporations all the way down to one person entrepreneurial startups in your neighborhood. Our new clients are simply afraid of going down apath of meeting with prospects who will not buy their services or products.This fear is completely understandable and deserves a deeper discussion. Everyindividual experiences immediate guilt of spending money (economic cost) onsomething that is not yielding results or produces gratification. Theopportunity cost is less immediate, but applicable nonetheless, our clients arealways pressured for time, there are never enough hours in the day toaccomplish everything they set out to accomplish each morning. If our clientsare spending this valuable time pitching prospects they can’t close, their timeis much better spend doing something more productive, more valuable. Finally,there is the psychological cost. No individual, no matter how experienced insales, is capable of becoming immune to the pain of rejection. Recurring turndowns by prospects could lead to a client to just give up on a campaign altogether,a conclusion that is simply not acceptable to Idea2Result mindset andIdea2Result philosophy of operations.Keep in mind thatAppointment setting is a numbers game after all. Let’s analyze the numbersbehind a hypothetical Lead GenerationServices and how these numbers ultimately play out:Average Day: 150 calls, 20 qualified prospects, 2 coldappointments and 1 warm appointment.Your immediate first question for us is probably “What is thedefinition of a cold appointment?” Let us explain, our agents come across manyextremely busy high level professionals who are by natural reflex not inclinedto offer more than a few minutes of their time for some random inbound callfrom a stranger that was never solicited. While switching from being pleasantto direct on the phone, our agents could be successful in getting the prospectsto agree for their time to meet, but our telemarketer may not have had a chance to address keyqualifying questions. Perhaps the prospect was distracted or simply didn’t havethe time or desire to answer these qualifying questions to a stranger. What ismost important is that time has been scheduled while delivered content and qualificationprocess remains uncertain. From our many years of direct experience ofspearheading leadgeneration phone campaigns, we know that a high percentage ofthese appointments will be “blanks”, but not all, some will be beneficial, mayopen doors to other prospect referrals or opportunities, and some will actuallybe successful and result in closing a sale to a prospect.By removing all “cold and questionable” appointments, qualitywill certainly go up, but as illustrated above, some potentially lucrativeopportunities of a sale or referral will be lost forever.There is no right or wrong answer on whether you want to pursuecold or semi cold prospects, it’s not black and white, it is actually verysubjective as our discussion hopefully showed. We recommend considering thefollowing while making your decision to “turn up or turn down appointmentsetting faucet”:Positives for Quantity:- Some “cold or semi cold appointments” will convert to sales or referrals- Appointment setter is quickly tested, since the volume is there to reviewperformance- Appointment setter’s job is a bit less stressful, volume elevates anxiety toget results and makes the job more rewarding / meaningful- Campaign tweaking is easier when there is volume to work with- Per appointment cost goes downPositives for Quality:- Opportunity Cost (Time spent chasing unqualified leads)- Economic Cost (Money spent on unqualified leads)- Psychological Cost (Feeling the pain of rejection from unqualified leads)Consider this question carefully. We recommendstarting with “appointment setting faucet” opened full blast and then workingbackwards to refine and qualify as you learn all the crucial intricacies aboutyour Lead Generation Campaign.