Anyone who works in sales will know exactly how important it is to have lead sources to keep their sales funnel full. But it is not just about how we obtain the leads that is important; it is what we do with them once we have them.
Don’t Let Your Leads Go Cold
In sales terms, the longer a sales lead goes without receiving a response, the colder it becomes. Not following up with a lead immediately after you receive it is one of the biggest mistakes you can make when it comes to sales.
There are many reasons a lead may go cold. For example; they might have gone someplace else to find what they need. They could possibly have been contacted by another business or purchased from a competitor. Or they might simply have changed their mind completely.
Strike While The Iron Is Hot.
That old adage “strike while the iron is hot” still holds true. That is why it is vital that you follow-up with any new lead you receive as soon as possible. Always remember, you want to make your potential customer feel relaxed and at ease from the very start; not getting back to them quickly will get you started off on the wrong foot. In fact the faster you can respond to a potential customer the better. So make contact with your leads as soon as possible and start building a relationship while they are still interested in what you have to offer.
Be Enthusiastic!
Another common mistake I have witnessed is when sales people contact a new lead immediately, but they have absolutely no enthusiasm while they are on the phone with them. If you personally call a potential customer, smile as you speak to them, the customer will pick up on the inflection in your voice and respond to it. When responding via email, ensure you spend time on an introduction before launching into the email – ie, Dear Potential Customer, I hope this email finds you well and cool in this extravagant heat. Then end with something like – wishing you a wonderful day ahead – keep cool. This way you are letting them know that you care about them and their comfort in the heat.
Do not act as though your potential customers are an inconvenience or burden to you in any way. Make time for them and remember to treat them just like they are a new friend you are excited to speak to.
Remember, you are the expert when it comes to your product, do not expect your customer to know everything; if they did, they wouldn’t need you. So make sure they know that you are happy to help them and want to answer any questions you may have.
Don’t Make These Mistakes If You Call By Phone.
Calling potential Leads by phone is a great way to build relationships. However when following up on a lead by telephone do not yawn, sneeze, or cough into the receiver. I understand that these are normal and common bodily functions, but there is no excuse for doing it directly into the receiver; this is an almost sure way to lose the sale.
Always put yourself in the shoes of the customer. Imagine meeting someone for the first time over the telephone and your conversation is being interrupted by yawns, and sneezes, I doubt you would be gung-ho about doing business with them.
Following up with a lead by telephone and then putting them on hold is another common mistake. Although your reasons for putting them on hold may seem very important to you, your customer will find it annoying, regardless of your reasons. So be sure to set aside a time to call your new lead when you know there will be enough time to speak without interruption.
Know Who You Are Selling To.
When it comes to making sales it does not really matter what it is you are selling, but it is extremely important that you get to know who you are selling it to. Not only will knowing who you are selling to make sales so much easier it also enables you to craft marketing material, gifts and follow ups tailored directly to this audience. The time and effort required to determine your audience will save you time, money and frustration in the long run. Knowing your audience will help you to build lasting, quality relationships; it will also help you respond to leads quicker and more confidently as you will have a better idea of exactly how you can help them.
Have A Gift Offer Ready.
If your lead is not yet ready to purchase offer them a gift related to your product or service that does not require a financial commitment from them. If they accept the gift, it shows they are interested in your product and you can then take them through a follow up system. If you create the right gift that appeals to your target audience and your new lead is not keen on accepting it, they are likely not interested in your service.
Put Leads Through A Follow Up System.
Create a follow up system for each product/service you have. This ensures you are prepared when you receive a lead. Having a system to follow will also make it easier for you to follow up and will speed up your response times, especially if you can automate a lot of the process. It is a known fact that most consumers need to be contacted 7 to 10 times before they will trust you enough to make an actual purchase. The follow up system you create should take the client through a series of steps/follow ups that guides the potential customer to make a purchase.
Summary.
- Know who your target audience is;
- Have a gift related to each product/service that would appeal to your target audience;
- Have a follow up system for each gift to guide leads to their first purchase;
The next time you receive a lead ensure you do the following:
- Act on it immediately;
- Ensure your customer knows that you are happy to work with them;
- If you contact them by phone speak clearly and avoid interruptions;
- If they are not yet ready to buy, offer them your gift;
- If they accept your gift, put them through your follow up system;
Follow these simple steps and watch your sales productivity increase.
I contact my leads immediately and with great enthusiasm. I LOVE my new leads!