So, I got back in the office and glanced at the answering machine to see two voice mails. The first message was a call I expected. The second was a B2B telemarketer wanting to sell “wellness services” for my employees. My employees? I’m a solopreneur and the key word is “solo.”

A good question might be who gave the caller the list of companies and who qualified the list? I’m sure the executive who sent this person off to make these calls was looking to make some target account value. I don’t think I met their minimum and the caller just wasted time. If I was on the call list there had to be plenty of other bad leads on the same list.

Do you know the profile of a quality lead? Does your marketing generate the correct prospects to sell to? If the answer is no, then you’re wasting time and money.

I wonder if the B2B telemarketer’s boss knows who makes a good customer. As business owners and marketers we should know the profile of a good customer. Those elements will vary for each business and even within different strategic business units for the same business. Define a good prospect for your business so you won’t waste your time and money.

Let me know your thoughts.

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