Insurance News Net recently published a case study from the PT Services Group. In this article, we analyze the strategies and tactics that one producer used to successfully integrate appointment setting into his sales pipeline, demonstrating a process for increasing your return on your new business efforts.
From the article:
Appointment-setting programs fail for one of two reasons. Either the appointments may be poorly qualified or the producer may not have a well-refined sales process built to capitalize on these unique opportunities.
As easy as it may be to blame failure on the quality of the appointments that you receive, turning your attention to the structure and organization of your sales pipeline can prepare you to increase your success in all sales scenarios, appointments included.
The most successful appointment-setting programs are a partnership between great appointment-setters and great producers. In this case study, we use a real-world example as a launch pad for evaluating your own sales process.