Every time you run a marketing campaign, the leads you get can be divided into three categories:
* Leads that are ready NOW (Hot);
* Leads that aren’t ready now but will be ready soon (Warm–these leads are
critical to your success); and
* Leads that may never be ready (Cold or Bad Leads).
The problem is, when you first receive them, you don’t know which is which!!!
So, you or your staff call every lead once or twice and then you spend the time with the leads that look like they’re going to close. Every smart sales person that works on
commissions does this–they go for the low hanging fruit!
That’s right. They basically cherry pick! Cherry picking is the natural result here because:
- Sales reps are paid high commissions for a sale;
- You can’t tell the difference between warm leads and bad leads until you reach them;
- If you DO reach the lead and the timing isn’t right, you don’t have the time or patience to constantly follow up.
There’s nothing wrong with spending your time with hot leads. The problem of cherry picking comes when you neglect all those warm leads!
Instead of doing the tedious follow-up grunt work, sales reps usually wait for a new batch of leads to come in. In the meantime, the warm leads from the last batch get cold and you forget about them. Simply put, they slip through the cracks.
You know you need a system to follow up with these leads. You need something or someone to do your follow-up like clockwork, whether you’re on the phone, in a meeting or on the golf course.
Over the years, you’ve probably tried a number of different schemes to follow up or “re-market” to your leads. And if you’re “successful,” chances are you’re finding an occasional needle in the haystack. But… YOU CAN DO SO MUCH BETTER!
Your follow up doesn’t have to be hit and miss. There’s a new way to manage this whole process for you. And you can be sure that it will help you get more out of your leads than you’re getting right now. Wouldn’t it be nice to get a couple more closed deals (or more!) from your leads each month?
Find out how to do just that. Call me or contact me via the contact forms on the site. I can help!