Hot Leads Should Never Go Cold
|Tags:||Leads, development, sales training, sales, business, leadership|
Every day in sales and business is critical. That lead you receive today, could very well be in the hands of your competition tomorrow.
This is why you always need to emphasis the importance of any lead you get to yourself and to your team.
Leads are not meant to sit around pinned onto bulletin boards, or placed in a tickler file. They should be at the front of every train of thought.
The thought process of the customer is to shop around for a product or service, so they have put the word on the street that they are on the market for a particular product.
If someone within your professional circle gives you a qualified lead, it is highly reasonable that the customer on this lead has made several people aware of their interests in a product or service. Which would mean that their name and phone number is being passed around in more than one professional circle.
Timing always plays a vital role with any lead you get, take too long and they may go to your competitor or be too quick and you drive them away. However you always need to get to that lead and make them feel welcome.
By not acting on a lead, you have two things working against you. One, you are allowing for your competition to get the jump on you. And two, you are giving your potential customer an opportunity to seek out somebody else to provide them with the product or service they are looking for.
When you head over to a networking event, meet someone that becomes a lead you tend to fall into th trap of pinning their name to the board - then leaving it there for a few days. When you go to call them about your services, what happens?
The politely inform you that they have gone to a competitor of yours because they were in the market for the product then and weren't looking to wait. So a perfect opportunity to win a lead has now vanished and chances are you won't be getting any praise for customer service either, ultimately you've starting a domino effect just by being lazy on one lead.
Keep in mind, when someone gives you a lead, that someone is most likely giving your potential customer feed back. So that potential customer will have your name, and know when the lead was given to you.
Appriciate that the customer or lead is in the market now and they are a potential hot lead so leaving them to cool off would be one of the worst sales mistakes you could make.
Honestly a mistake like this should happen once as a true salesperson will jump at any sign of a good lead - no matter how busy you think you may be a lead should never be forgotten about or left to cool off.
Always be closing.
By: John Perrin