Appointment,Setting,Illusion,G business, insurance Appointment Setting Illusion #1 Groundless Projections of
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Here is what groundless projection illusion sounds like: I am looking to start a campaign selling my widgets to CEOsof Fortune 500 companies. Considering the greatness of my product and the factthat this call is ONLY appointment setting exercise, I am expecting .5 to .75appointments per hour. Are you good enough to deliver such results? Lets examine this fairly simple statement about thisbusiness owners perception of B2B Executive Level Telemarketing Campaign. Inaddition to quantifying the precise number of appointments which is expected bythe telemarketer, this owner made every assumption possibleabout the marketplace he is about to enter for the very first time via a new leadgeneration services. Availability of CEOs, competitiveness of the product inhand, ability to schedule appointment even after the prospect is on the phone,and all other variables of the campaign (discussed in Chapter 2) werecompletely disregarded by this business owner. Are you good enough to deliversuch results? was the only sentence with the question mark this businessmanpresented to the Agent or to the Lead GenerationServices being interviewed. I enjoy analogies and would like to compare this example toanother industry. Masonry tradesman is approached with the following question,I would like you to build the most beautiful home in our county. Are you goodenough to deliver? This is further clarified with the following. This type ofa house has never been built before, but it shouldnt be a big deal. Bricks aresolid, mortar is strong, and you can have your pick of best trowels, brooms andbrushes! If you know construction, you know that masonry work followsmeticulously outlined blue prints designed by an architect, often based on theconcept of an artist/designer. Furthermore, this mason will need tools, masonrymaterials and supplies. Although mason is an important component of theproject, his ability to deliver hinges on a well-orchestrated strategy,meticulously outlined action plan and the tools necessary to get the job done,play very important role. Reaching success in leadgeneration takes time and patience, requires tweaking and carefulmonitoring and tracking of results. Going in with a groundless projectionwill destabilize the team from the onset.
Appointment,Setting,Illusion,G