Super Agent

Are You Taking These Steps to Qualify Your Pipeline?

You’ve probably experienced it before—any mention of the word pipeline during a meeting and the mood of the room immediately changes, most of the time for the worse. But we see pipeline development as more than putting down names and contact information into a spreadsheet. A pipeline is a reflection of what you want to achieve and conveys the rewards and opportunities it can generate for you.

There are many steps to take in order to build a rewarding pipeline, but one that is often overlooked (and so important in today’s technology-driven world) is investing the time to research and qualify your list. Sales expert Jill Konrath said: “Learning how to qualify my prospects to ferret out those opportunities where it was worthwhile to pursue low-hanging fruit was hard… But by doing this, I saved myself lots of hard work. And, I had more time to spend on prospects where I could win.”

So, how do you get started? Here are some suggestions to consider:

  • Utilize LinkedIn to search for prospects and their companies. Make sure to identify what groups they are a part of or any connections that you have in common. This is a great way to seek out introductions.
  • If you’re leading with Workers’ Comp, procure their experience mod history.
  • Access state insurance databases for X-dates.
  • Set up Google Alerts to notify you when they or their company make news.
  • Conduct calls to share the research you’ve gained and determine who is responsible for managing risk and buying insurance within their organization.

Using these activities to augment the data you already have can help you better understand your prospects and narrow down your list to include 100-200 suspects that are likely to be right-fits to work with you.

What other strategies do you use to qualify prospects in your pipeline? Share them with us in the comments!

Tags: , , , , ,

Leave a Reply