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Listen while Prospecting for New Business

FrustrationLast week I got my first prospecting call from an organization looking to see if we hold meetings or events outside of my immediate area.  While I am sure the owners of our company get these on a regular basis, I was surprised to hear how the call went.

The introduction was perfect. I was even asked if I was caught at an appropriate time.

But the rest of the conversation went something like this:

Prospector: I was wondering if your company held any offsite meetings outside of the Alexandria area?

My reply: Not regularly.  Let me explain – we are a market research and business development firm for the hospitality industry.  Our clients are like you – and come to us when it comes time to fill their funnel with new leads to continue to nurture.  We are their lead generation firm.

Prospector: (Pause) Would it be OK to send you some information by email?
Really?  Did you not hear what I just said?

There are several things I can address in this lead generation scenario, but my top two are:
  1. Did the prospector even look at our website?  While a call may have still been warranted (as they are told to call everyone on the list, I’m sure), the prospector did not seem to have any idea of what our company did.  Research is key.
  2. I raised an objection, and it was not heard.  I clearly told the prospector that we are lead generators ourselves, and that we do what she is doing every workday.  She acted like she did not even hear me, which makes me believe that she was literally working off a piece of paper.
I said that I was willing to receive information by email should they wish to send it through. While I did not get the information I agreed to, I think it may be time to approach this organization regarding a customized lead generation program.  We are in a position to help this organization grow their lists of conference attendees, and generate qualified leads for them.