The Myths of Prospecting For Leads*

Prospecting potential leads can be a challenging task. However, the successful professionals see it as a way to stay on top.

Myth #1: Sales is Lead Generation

By definition, prospecting is merely shaking out the bad leads and holding onto the good ones. Once the new list is made, the sales process can begin.

Myth #2: Prospecting = Cold Calling

While at one time, prospecting was equated with cold calling a large number of contacts; this is no longer the case. Quality of contacts should always trump the quantity, especially since the Do Not Call List was implemented.

Myth #3: Silly Rabbit, Scripts are for Kids…

There is no shame in developing a phone call script. Scripts provide necessary structure for a complex discussion, just as long as they are not read word for word.

Myth #4: It Will Take Forever!

Many professionals quit prospecting before they start. Why? They fear it will take too much time. What professionals often do not realize is they will save time in the long run by eliminating unmotivated, bad leads.

Learn or share prospecting tips

Have a sales or prospecting technique that you want to share with other Assurant Preneed counselors? Post them in the Preneedville Coffee Shop or e-mail the Preneed News editor at subscribe@assurant.com and we will include the response in the next issue of Preneed News!

*Source: “Myths of Sales Prospecting” by Darrell Zahorsky