May 3rd, 2012
Setting an appointment for financial services is a big responsibility. There’s no doubt that you’re already busy handling other clients but you need to still set a sizable amount of your time meeting new targets for more opportunities.
The tragic thing about time is that, unlike money or some other form of capital, it’s likely the most non-renewable of resources. As far as you’re concerned, you can recover money and other physical losses but you can never truly recover lost time. You can make up for it but nothing will ever take back the hours you end up wasting when you get finance leads and then end up losing them because a proper appointment couldn’t be made.
That’s why, whether you’re outsourcing lead generation services for appointments or have hired your own group to set your schedule for you, they must know how to stay vigilant even after a lead has been qualified and the meeting date has been set on your company calendar.
One way to maintain this vigilance is by properly keeping close tabs on a prospect via a well-maintained database. Your lead generator has monitored the status of a prospect all the way until it was marked qualified. It shouldn’t stop there. The database entries must be monitored all the up until the meeting has taken place.
Monitoring also gives you more clearance to conduct business communications when it is usually restricted. Businesses looking for Australia business leads are allowed to make calls because the country’s registers are only protective of communications between companies and private citizens.
In any case, when screening or assembling a lead generation group, make sure their appointment setting must always keep tabs even after qualification.