24 Feb Industry Veterans & Experts with Glen Cooper – Prospecting – Finding & Engaging Sellable Businesses: Part 5 of 6 – Choosing Who Does This Work Webinar 2/23/2021
This edition of our Industry Veterans, Experts & Updates features Glen Cooper, Founder & Managing Partner of Colorado Business Brokers.
Choosing prospects for engagements and listings can be a multi-faceted challenge. In this six-part series of webinars that has been held over the last several months, Glen Copper has been sharing with us how his firm (Colorado Business Brokers) is planning for this effort in 2021 and beyond. The “how to” for reaching out to potential clients is a daily challenge. Glen’s goal for this series has been to share ideas, information and create a community of valuable sharing amongst our audience of participants as we all prepare and execute lead generation plans for the future.
In this 5th session of Glen’s 6-part series on prospecting:
- The first legitimate question asked is, “Who should be in charge of generating leads, the firm or the individual broker?”
- The second question most firms/brokers ask is, “How can we automate all in-bound marketing and use lots of social networking outreach for outbound marketing on a large and repeated scale?” Only part of that effort, they think, is direct prospecting (i.e. cold-call selling), often seen as a very minor part that may not be worth the time invested.
- The third question is, “Who, if anyone, should do “the work” of cold-call prospecting? If we do decide to do it at all, should it be done “in-house” or with the aid of a telemarketing subcontractor? And, if done “in-house,” just who should do what?” And, if we decide to hire an outside telemarketer, who should that be?
Prospecting plans involve a variety of decisions and actions on several levels. These decision-making points have been broken down into six different levels over the course of the series. This webinar, Part 5 of 6 covers the various options of choosing who should be doing the work of prospecting within your firm.
This important series is timely as we all enter a period when we all should be planning for this year’s activities around securing an ongoing base of new clientele and beyond. There is a wealth of information that will benefit newcomer’s and industry veterans alike!