If there’s one thing you can learn from insurance fraud, it’s to never underestimate the possibility of deceit. And as always, the best way to counteract deceit is by being sharp in finding out the truth. So what does this have to do with lead generation (or a call center)?
As you’re well aware, a lead generator is supposed to tell you everything you need to know about a prospect in order to make a sale. You don’t just learn about an opportunity. You learn things that will help you achieve success with this opportunity. Things like the needs, the size, and the budget of a prospect company are just some of the interesting facts you can use so you’ll know (and show) how to be of best service to them.
The problem comes when businesses have become too lazy and would rather speed up the process in certain areas. One of these areas is the form of communication being used to connect with prospects. You see it when they automate their marketing messages and become purely dependent on attracting inquiries with as little outbound effort as possible.
Another example would be when they rely too much on online conversations to learn about prospects. They start conversations by going to social media sites or sending emails with interesting subject lines. Granted, these forms of communication aren’t without their perks. Emails don’t disrupt decision makers when they’re in the middle of important management tasks. Social media has the power to grant both exposure as well as insight into how the whole of the target market is behaving.
However, remember the issue of trust? This is where you need to question the reliability of these methods. You’ve probably read and watched many an advisory telling people to be careful about what they read online. It’s even more critical when it comes to having online conversations with someone. These warnings aren’t just limited to children or to keeping people safe from sex predators. It applies to businesses and professionals too. You shouldn’t be too trusting of the messages you receive from a prospect or the things you read up on their social media profile. In fact, even the networking sites themselves encourage their users to use real pictures and other means to show that they’re real people. That says a lot about how easy it is to put up false and misleading information on the Web.
This is why it’s very important to really verify the information you’ve gathered from online sources by using more real, more direct forms of communication. A phone conversation is one such form. It’s not that complicated. You’re hearing a real person’s voice. They’re confirming the things they’ve said in their messages, the addresses on their profiles, and what their company does. If that’s not enough (and sometimes it really isn’t), you can even set insurance appointments so that you’ll be meeting these people in the flesh.
Costs aren’t an excuse to not go to these necessary lengths. (Professional telemarketers can just be outsourced anyways so you don’t have to worry about hiring them all by yourself.) If you want to protect yourself from fraudulent information, then you must do everything to verify the truth.
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