Flash Report – November 26, 2002
This BUSINESS DEVELOPMENT information is for agencyfinder.com Certified Agencies, Agency New Business Executives and agency subscribers. We communicate with registered member-agencies using e-mail.
2. RSVP Ann Landers
3. Agency Quiz # 2
4. Flash Report Library
We found ourselves looking for a new car a few weeks ago. It’s been some time, but I dialed in at Ford.com, and found agencyfinder’s long-lost sister, carfinder.com. Not so named, but darned near a spitting image as far as the process goes.
Find the site, choose your model, build your car, get MSRP, find a dealer, check dealer inventory, get some quotes. Hit SUBMIT and the dealers came pouring out of the trenches!
I’d forgotten the similarities. Back in 1998, we went looking to buy a Dodge Durango and had a similar experience. The e-mails promised we’d hear from each dealer within 24-hours. Even gave us the name of the manager who’d be calling.
But the phone didn’t ring! I called them and sure enough, they did have the inquiries but were working on some “other” issues. Do you PAY for this service? YES, about $3,000 per month. I suggested they pay closer attention to the business it was trying to bring them.
Not much has changed, with cars or agencies – but I’m delighted at how close our client/agency matchmaking service parallels that of the auto giants.
RSVP – ANN LANDERS
Are we old fashioned? My Marketing VP and I went to great lengths to examine, select and invite what we thought were some really fine agencies to take a look at our business as potential candidates to handle our account. We gave them a nice, clear invitation, with facts, figures and a reasonable RSVP. Maybe we expected too much. Maybe they didn’t realize we already knew who they were. But we did know them – even the name of the person who was supposed to handle their new business process.
Many did call, and we went forward with them and hired a great firm. But we can’t figure those that didn’t call. They just didn’t call – not us; not our consultant. We talk about them and our experience with our industry friends, and they too are puzzled. Are we old fashioned?
Signed – $250,000 in fees.
AGENCY QUIZ # 2
Long before agencyfinder was born, we were agency new business consultants. That’s why we share new business tips you might find useful. This quiz, and others we’ll drop in from time to time, are for that reason.
THE QUIZ: You’ re excited about making this next call. You finally learned the name of the influential VP of Marketing after chasing many dead-ends. You’ve got a compelling and well- rehearsed pitch that’s bound to make your point.
You dial the phone, and his assistant answers.
With articulate lips, precise diction and a bright, full smile she asks – “Will Mr. Tetress know what this call is about?”
1. How would I know, is he some kind of telepathic mind reader?
2. Of course he won’t; not until I tell him!
3. He and I haven’t had a chance to discuss this, so the topic will be new.
4. I’m our agency’s president, so I’ll let him know when he comes to the line.
If you picked “1, 2 or 4”, I hope new business isn’t your full-time job! In this group, “3” might get you past this gate keeper; maybe not! What you’re really being asked is “Does Mr. Tetress know you, and will he take your call?” But we’re continually amazed when we hear it.
FLASH REPORT LIBRARY
We’re pack rats; we try to keep all the old Flash Reports in case we want to check how right or wrong we were back when. Now you can too, back to June 2000, since we’ve found a place to post them. Just click in at:
Thanks for taking time to read this; we look forward to getting you face-to-face with a great prospect.
Charles G. Meyst, Chairman/CEO
Business Partnering International, Ltd.
Vantage Place, 4327 Cox Road
Glen Allen, Virginia 23060 USA