GETTING THE MOST OUT OF AN INTERNET LEAD – SPECIAL NOTE FOR SALES MANAGERS

GETTING THE MOST OUT OF AN INTERNET LEAD – SPECIAL NOTE FOR SALES MANAGERS

Just about everyone agrees that generating leads is not getting any less expensive. Indeed, in most industries the cost of lead acquisition is going up. SmartLeadz has perfected every means to target your desired prospect and deliver them to you in real-time and on budget.

So why do so many sales people - and their companies for that matter – WASTE LEADS?

It shocks me when I see how many companies distribute leads to their sales force. Too many companies do not have a reporting system for the leads they give to their sales people. It’s true that, if the lead does not sell, a few days later someone may ask ‘what was the result of that lead?’. The sales person will rattle off some story or another about how the lead was not qualified, was not really in the market, etc. Indeed on some occasions the sales person will not remember or may not have even contact the lead!

I know this for a fact because far too many times potential customers who had visited one of my lead generation websites would contact us to complain that no-one had been in touch with them. So what can be done about this?

Well, first make sure that your sales people understand they are responsible for every lead you give them; have a reporting structure – check out www.leadmailbox.com as a consideration.

 

So what if the lead does not sell or your sales people fail to take an application or make an appointment at this time?

Basic stuff, but you must have a structure to follow up on those leads at a later date, depending on the feedback from your initial contact.

By the way, it is always good practice to get your potential customers’ permission to follow-up at a later date if NOW is not appropriate for some reason or another. Use an approach such as saying: ‘You know, Mr. Smith, we occasionally have special offers or end of season deals – would it be OK to contact you when these are available?’

 

Never waste a lead - follow-up, follow-up, follow-up !!!!!

Personally I would never hand over a raw un-appointed lead to a sales person, you are better off paying for a opt-in email lead from a prospect who is on the internet right now searching for information or a quote for your product or service. I hate to say it, but sales people generally will try to ‘over qualify’ a lead before providing the features and benefits of your service and taking an application or making a sales visit. Realize that the point of the telephone call is to take an application or sell the appointment – not to sell the product! Sell yourself, the company and what you/your company has been successful at doing for others but this one call is not intended to accomplish all things. Have you ever seen someone at a buffet with 3 plates loaded up and think “my gosh you can go back up you know.” The same applies here, build rapport, educate, gather info and schedule a call back or an appointment. Don’t pile your plate to high!

 

Let’s review:

» Hold sales people accountable for all of the leads that you supply them. Get setup with a good lead management software and you will see your contact ratio soar, conversions increase and profits abound.

 

» Use the information from the lead report to follow up at a later  date – so many rocks go unturned simply due to laziness and being disorganized.

 

» Even with leads that a sales person failed to convert on a sales call or visit, continue to follow-up/be in contact until they have either bought from you, from someone else or told you to stop contacting them. Never waste a lead (follow-up, follow-up, follow-up)

 

» Remember, there is no such thing as a bad sales lead – only bad sales people – make the most of every lead and get your mind out of stinkin thinkin, blaming every failed sales attempt on the lead. Each call you make is an opportunity to make money never-mind what the prospect says.

 

Remember most sales occur after the 5 objection… If you or your salespeople can’t handle object it is time to find a new job. Successful people realize that they are going to hear NO 80% of the time so get used to it and learn how to make a fortune on that 20%.

 

 

Call 888-695-3239 and speak to a Lead Specialist today or visit us at www.SmartLeadz.com for more information. Make the right choice and let SmartLeadz partner with you to expand your business. We harness the power of the internet and deliver it to you on a silver platter!

 

 

Ready to make some real money? Call SmartLeadz today and let us help you tailor a lead campaign to target your desired prospect and deliver them to you in real-time and on budget.

 

Don’t just survive in today’s market… THRIVE!