Bank Sales Corner

Are You Engaged in Prospecting?

  

  

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I don’t know whether this assessment (which is shamelessly adapted from the Gallup Q¹² ) will get me into trouble with Gallup. But my guess is that if bankers tasked with acquiring clients answer it honestly and then—and this is important—talk about it with their managers, some good things might develop. Let me know what you think at nmiller@mzbierlyconsulting.com.

Answer True or False

1. I know what is expected of me when it comes to acquiring new clients.
2. I have the materials and equipment I need to prospect.
3. In the last month, I have received recognition or praise for doing good work on new business development.
4. There is someone at work who encourages my development as a salesperson.
5. A big part of my job involves bringing in new client relationships.
6. My associates are committed to prospecting also.
7. In the last six months, someone at work has talked to me about my progress in prospecting.
8. This last year, I have had opportunities at work to learn and improve my skills in business development.

You can download our recent article on “Getting in the Door: How to Work with Gatekeepers” by going to http://www.mzbierlyconsulting.com/getting-in-the-door-with-prospects. For more information about our resources on prospecting, call Whit Midkiff at 727-741-0766.

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