Hot Leads Getting Colder by the Minute
Doyle Slayton | Oct 25, 2009 | Comments 9
A couple of weeks ago, I posted a reader Q & A regarding lead conversion and engaging prospects who are “just looking.” Special kudos go out to those of you who offered some really good ideas!
Scott Schnaars provided his techniques for asking questions to get the prospect to open up, Emanuel Carpenter takes a “here’s what’s in it for you to let me help” approach, Melissa Paulik uses a lead nurturing/drip marketing method, and Rebekah Paul shares her ideas for using statistics and client information to her advantage.
In addition to highlighting reader comments, I also promised everyone that I would share my own ideas if I found anything missing. There’s just one tip I would like to add. It’s very simple, but critically important.
Recently, I’ve noticed a recurring theme. When I sign up for information on a web site, or at an event, I don’t hear from anyone for days… weeks… and yep, you guessed it, sometimes I don’t hear from them for months. It’s shocking!
I’m not sure if people have a formula or a wait time for calling new leads, but I can tell you what works best. Call them right now! The longer you wait, the colder they get. Your best strategy for improving lead conversion is to call them while they’re HOT!
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Filed Under: Blog • Featured • Fun-n-Stuff • Reader Questions • Sales
All good ideas, but the most important is to respond as fast as possible. We see all the time that the person that responds first has the best chance to get the business. Waiting just a couple of hours appears to reduce the chance by between 30 and 50%. Waiting a day can reduce your chances to just 25%.
Great point,
Not following up timely was in the top three reasons why buyers said they did not buy from a particular salesperson.
Follow up now!
Mark Allen Roberts
http://www.outbsolutions.com
An extremely valid point. The main problem takes place when over a period of time, immediate following up still does not lead to high conversion rates (as is happening during this downturn). Morale takes a beating in such cases. It would be interesting if you can address how we can keep up the morale especially during times like these.
Padma
I try to call the same day or at least the next day. When they answer the phone I humorously say, “Stop looking on the internet for your sales solutions, you found ME!” They usually laugh and I follow up with who we are (since they most likely hit several websites), ask them what intrigued them about our unique model (often times they don’t remember specifics) and simply start the sales interview.
Doyle,
Great post and thanks for the shoutout. I define hot leads as these:
1. A friend or a family member.
2. A friend or a family member referred me.
3. A happy customer referred me.
4. A person I met at an event showed an interest.
5. A prospect made the initial contact via phone, web, or e-mail. Regarding the web part, I think it is critical for companies to have information on their sites that create interest and require registration information. Some of the hottest leads I’ve ever called were from White Paper downloads.
These are rare but when I get them, I call them as soon as possible.
Thanks again,
Emanuel Carpenter
Author of the new book “Six-Figure Cold Calling”
Dipping into some of the darker corners of my brain’s file cabinets, I find some old stuff that my (quidessential salesman) father used to toss out … which seems now to appropriately underscore Doyle’s thinking.
I close my eyes and see the file folder tabs:
~~~”He who hesitates is lost!”
~~~”Time is of the essence.”
~~~”Time and tide wait for no man.”
~~~”There’s no time like the present.”
~~~”Speak now or forever hold your piece”
(“Peace”? “Peas”?) Whatever — Isn’t that originally from the ultimate sales platform? (the wedding ceremony, of course!)
~~~”A rolling stone gathers no moss.”
~~~”Now is the only time. The past is over; the future’s not yet here (and may never be!)”
~~~”Time is money!”
~~~”The time to sell is anytime; the time to buy is now!”
…AND ADD YOUR OWN HERE:
And, y’know what? Everything short of “Do it now” is an excuse. Offering excuses is a behavior. Behavior is a choice. Are you choosing to “put off ’til tomorrow what you can do today”?
Try choosing NOW instead. You might amaze yourself! I just did by writing this.
To follow up your leads you must have auto- responder. Send them immediate e mail as you get the lead,and then send them e mail every few days.
If you have a good auto-responder then you can charge all your letters and schedule dates to send them.
http://bit.ly/ControlYourLeads
of course , i do agree that immediately calling , have more chances of converting leads into customer, but before calling just see interest of customer , where does lies?
Because today, customer dont have time to talk to salesman. Salesman have to speak in the same pitch as want by the customer even the product is slight different
It is not just calling once or even being timely. That is the just a very minor beginning. To me what sets me apart is I am still the guy following up in a week and in two weeks while everyone else is moving to that customer who put there lead in today. I find more business by having a procedure in place to follow up with potential customers while so many have either forgotten or do a poor job of engaging after the first couple of days.