Super Agent

Is Your Prospect Really a Prospect?

According to Inc. contributor Geoffrey James, “finding out who is not a potential customer is just as valuable a discovery as finding out who is one.” In fact, if you take the time to assess whether or not your prospect is truly a right-fit for your agency, you’ll avoid wasting valuable time and resources pursuing an opportunity that doesn’t exist.

So, where do you start? Consider this:

- Unless the organization is ready to do business with you within the next 90 says, then they aren’t a real prospect. If they’re dragging their feet and you don’t have a commitment after 90 days of assessment, it might be time to walk away.

- Are your business objectives aligned? For example, if they aren’t interested in a consultative and collaborative relationship remember that they are the commodity, not you. Don’t let a prospect take control of the sales process and move it in a negative direction. If it comes to a point where they are insisting on the lowest price or are unwilling to explore your process, know that there are plenty prospects out there that will.

- Do they have a need for what you can offer? And even further, are they willing to make agreements around what issues are most pressing and put in the work necessary to improve their outcomes?

The most effective producers understand the importance of gauging the long-term probability of engaging in a business relationship. Don’t be afraid to ask yourself: “Is my prospect really a prospect?” in order to make sure you’re not leaving too early or staying too long.

Tags: , , , , , , , ,

Leave a Reply