Growth Platform: Why prospecting matters
Without effective prospecting, your pipeline will be too light, you’ll be too tentative with the few opportunities you do have, and you’ll struggle with inadequate growth.

3 keys to successful prospecting
HEALTHY PIPELINE
Know your definition of a healthy pipeline and keep prospects moving.
IDEAL CLIENT
Know your ideal client and only allow those opportunities in your pipeline.
PROSPECT CHALLENGES
Know your prospects’ challenges and use that as your point of connection.
Prospecting creates opportunities for sales conversations.
Asking your best clients and your strong centers-of-influence for referrals is your best source for uncovering quality opportunities. And then filling in with cold calling is something no producer should be above. A little discomfort is far better than an empty pipeline.
The strongest, most predictable pipelines are filled with referral opportunities.
Prospecting must be a consistent activity.
As a sales organization, prospecting is an activity that needs the support of the whole agency. And a sales leader (formal or informal) should be charged with holding producers accountable to developing realistic annual revenue goals and formal prospecting goals, as well as coaching them with their ongoing prospecting and sales activity. The growth of your agency depends on it.
Want more? Explore some of our resources for prospecting
What Others Say About Us
“Unlike those old industry veterans that throw agents and consultants to the market armed with just a phone, Q4intelligence with their principles, sales system, coaching, materials, and vendor partners is transformational. It has raised the bar for me, making me better in my prospective customer calls and in meetings with my current customer relationships. No longer do I feel like I am selling something, but rather having meaningful customer conversations about their business and how the solutions I have in my toolbox can be of service to them.”
~Tom DiLiegro, Owner, Benefit Advisors of Charleston