No Lead Left Behind
Growing Your B2B Small Business with Robert Poole
English - October 29, 2020 16:00 - 11 minutes - 8.21 MB - ★★★★★ - 4 ratingsEntrepreneurship Business Marketing small business sales marketing small business marketing small businesses tips growing small businesses small business owners entrepreneur Homepage Download Apple Podcasts Google Podcasts Overcast Castro Pocket Casts RSS feed
From my experience in dealing with our clients and other business owners, too many entrepreneurs and salespeople leave money on the table by discarding a prospect because they aren’t ready to buy now. I have personally prejudged leads to my own detriment, but I think it’s important enough to remind everyone that it’s easy to fall into that trap. If you are managing leads yourself, you have to watch out for this, and if you have a sales team that is handling leads for you, you definitely have to educate them and keep a constant eye and spot check things to make sure they don’t fall in this trap.
You may think long-term follow up on seemingly uninterested leads is a waste of time. I want you to think about how you interact with potential vendors. Do you sign right away, or do you take your time to list out the pros and cons, do your research, etc.? Most likely you are going to take some time to think about it before you sign. Your prospects are going to want to do the same thing, and it’s important that you’re keeping your business in the front of their minds, without harassing them, so that when they are ready to buy they will think of your business.
Based on previous research we have conducted with SalesDouble’s service, we have discovered that if we are only working out “hot leads” then we are leaving anywhere between 10-30 of sales on the table. Based on the numbers we discovered, if you made $100k, you could have made between $20k-40k more with a little automation and effort. The only way to treat all leads as valuable is to have some automation in place to follow up on “less urgent” leads by letting the buyers identify themselves over a period of time with good follow up mechanisms.
Key Talking Points of the Episode:
From my experience in dealing with our clients and other business owners, too many entrepreneurs and salespeople leave money on the table by discarding a prospect because they aren’t ready to buy nowYou may think long-term follow up on seemingly uninterested leads is a waste of time.The only way to treat all leads as valuable is to have some automation in place to follow up on “less urgent” leads by letting the buyers identify themselves over a period of time with good follow up mechanismsPlease subscribe and rate the show on iTunes and give me your honest feedback and what future subjects would help you out the most.
Resources Mentioned:
Grab the FREE eBook “Top 10 Secrets for B2B Small Business Owners” at http://www.growyourb2bcompany.com.
Website: https://www.salesdouble.com
Facebook: https://www.facebook.com/YourSalesDouble