Some teams say their biggest problem is the lack of leads. Many believe that if they had more, they would make more money. As a rule, the problem is not in attracting leads. In fact, the bigger challenge is transforming more of the capabilities that we have.
If you run your business well, you should have many different sources of leads. These could include leads from call capture systems, open house days, ad service, and possibly various online sources, SOIs, or even from completing daily searches.
They must come from several different sources. The problem is not a lack of prospects; The problem is, how do we convert more leads?
Successful lead conversion usually depends on how well you can qualify them. This is more important than you think, because once you define and understand their timing or urgency, you can incorporate them into an appropriate follow-up plan.
To qualify them, see the WSS LPMAMA script or a similar script that asks specific questions and helps assess a prospect’s motivation and timing. Using time-tested dialogue will help you make immediate impact while strengthening your knowledge and professionalism in the industry.
Again, this isn’t about getting more leads; it’s about personal observation. In comparison, only 48% of salespeople don’t even reach out to a prospect after receiving it. Only 25% of sellers make a second contact.
This is because most agents put their contacts on an automated “sensory” system and wait for people to call and give up. This does not apply to sales, it is taking orders, and this often does not lead to a closure.
Unfortunately for those who don’t follow properly, money is made from the 5th to the 12th. private touch. Together with our coaching clients, we have a lead scoring system to convert a higher percentage of your contacts, and it’s called the Lead Management ABC.
We persist until we succeed. We cannot drop the ball. We can’t stop calling. Good salespeople will call until “you buy or tell me to die.”
Qualify your leads and include them in a follow-up plan like ours The ABC of Lead Management and you will never drop the ball again.
Verl Workman is the founder and Executive Director of Workman Success Systems (385-282-7112), an international consulting and coaching company specializing in performance coaching and building successful strength agents and teams. Contact him on Verl@WorkmanSuccessSystems.com. For more information please visit www.WorkmanSuccess.com.