Using Business Intelligence Part 2: Preparation and Method

By | February 10, 2013

Last week, we began a series designed to help you determine if and how you should be using high-quality business intelligence. We discussed the consistent volume of data available and the potential high return on investment in working with businesses. In this installment, we will discuss the preparation that is suggested and decisions required before undertaking a new marketing program.

It doesn’t require a new business model to use business intelligence. However, a considerable amount of research and planning should be done to ensure that you will reach your highest conversion potential. In choosing which company to use, you should have asked: How are the leads generated? Who else will be receiving the same information as I am? How fresh is the information that I have on hand? You will want the highest quality leads that your budget can afford.

It helps to know that The PT Services Group contacts every business personally to ensure that the data is current and complete. None of our business intelligence come from online “fishing” websites, and no incentive is offered for information. Unlike other companies, where you may expect a prospect to have received upwards of 7 to 10 similar phone calls, a business intelligence report from The PT Services Group is exclusive only to you. We guarantee that nobody else will receive your information for six weeks after it is delivered, ensuring you time to make first contact and get the appointment.

Develop a method: Many agents have made a call to a cold prospect at some point in their careers. It pays to be consistent. Work out a concise way to express who you are, how you are qualified, and to ask for an appointment. You should not be selling anything other than yourself on first contact. Any questions will be happily answered during your introduction/consultation. Also, be prepared to handle standard objections. Ask questions to overcome responses like “I’m already taken care of” or “Send me information.”

Manage your leads: You now have the freshest data available on your prospective business. It’s time to act! Efficient management and distribution of your potential prospects is crucial to converting them to clients. A CRM Program will solve many of the common technical challenges. These programs can help you to assign potential prospects to multiple producers, automate follow-up E-mails, track contact history and schedule reminders, and instantly track progress with metrics like ROI.

Follow up: Many producers make the mistake of declaring a lead “dead” after a couple of attempts to contact. Remember that not all potential prospects are ready to close right away – even if you are the best salesman in the world. In our next installment, we will go into more detail on how to guide such long-term prospects through your sales funnel.

About the Author/Host

John Pojeta

John Pojeta - Vice President of Business Development

John researches new types of business and manages and initiates strategic, corporate-level relationships to expand exposure for The PT Services Group. John came to The PT Services Group in 2011. Before that, he owned and operated an Ameriprise Financial Services franchise for 16 years.

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