Scrutinize Your Sales Leads As Much As Prospects Scrutinize You

Getting sales leads for financial planning can be tough with all the scrutiny. However, this is natural in when you are in an industry that handles other people’s money. On the brighter side, you have a right to be critical yourself.

Should Business Leads Be Criticized?

The word criticize can be loaded and is not exactly something you would want prospects to accuse you of. On the other hand, what other word can you use to describe the very process in which you qualify them for appointment setting? Have you forgotten that this process also gives you a criteria?

• Prospect’s Business Must Be Size X – If you do not know the size, how else can you be sure you have what it takes to serve them? Prospects that are too big can tax your resources and end in disappointment. Prospects who are too small may not understand the benefits (nor reap them for that matter).

• Prospect’s Business Must Work In the Z Industry – Different industries have different businesses that manage their finances differently. It only follows that you should only qualify a prospect that is appropriate for your industry expertise. And even if you boast a vast variety of experience, specifying an industry can help your salespeople and marketers set your image.

Related Content: Identify The Appropriate Accounting Prospect

• Prospect’s Business Must Have A Clean Record – What? You think only your prospects have a right to credibility, integrity, and a public image? Do not forget that financial management is no stranger to scandals and losses. But more than that, you should be no stranger to the fact that you are not always responsible for them. You never know when your people’s skills and resources might catch the eye of someone who might want them for less than ethical objectives.

When it comes to finances, there will be many parties who become critical: from shareholders and board executives to consumer advocates and the media. For example, just recently the Daily Beast published an article that seemed to draw connections between JP Morgan and government food stamp programs. Regardless of your political views, do you want articles like that potentially affecting the chances of your financial sales leads? Ideally, you would want to be of service to anyone regardless of their political views so long as they do not cause you to compromise your own integrity.

Related Content: Be Wary When Setting Insurance Appointments In Light Of Recent Supreme Court Decision

Take note, this does not give you license to just simply be in a prospect’s face. You should still be as amiable as possible when you are engaging with them because they too can have a raised guard. On the other hand, that is neither a reason to have no guard of your own. A bad customer is just as much a harbinger of doom as bad business practices. In fact, if you are so uncertain about criticizing your leads directly, then outsource a lead generator if you really want someone else to complain to. Either way, your lead generation services must scrutinize as much as prospects scrutinize you!