Anyone that works in sales knows just how important it's to possess lead sources to stay your pipeline filled. But it's not only how we obtain the leads that's important, it's what we do with them once we get them.
One of the foremost critical mistakes a salesperson can make once they receive a lead isn't working on it immediately.
I once worked with a man who belonged to a networking group, the sole purpose of his joining this group was to receive leads. This group wasn't cheap either, it cost him $500.00 annually to be a member.
He would come from his weekly meeting with a lead in his hand and pin it to the bulletin board above his desk, and there it might stay until he noticed it a couple of days later.
It drove me nuts!
In sales, and it doesn't matter what you're selling, a day is critical! At any moment, your competitor can call your customer and walk off with the business.
Another common mistake I even have witnessed countless times is contacting the lead in a timely fashion, but having absolutely no enthusiasm once you contact the customer.
When you call a possible customer, smile as you speak to them, the customer will devour on the inflection in your voice and answer it.
Don't act as if the customer may be a burden to you, which you're doing them a favor.
Remember, you're the expert when it involves your product, don't expect your customer to understand everything, if they did, they wouldn't need you. To confirm they know that you simply are happy to assist them.
Another no-no when following abreast of a lead is to yawn, sneeze, or cough into the receiver of the phone. I understand that these are normal and customary bodily functions, but there's no excuse for doing it directly into the receiver, this is often an excellent thanks to losing the sale, the yawn alone will presumably make the customer hang up the phone.
Always put yourself within the shoes of the customer. Imagine meeting someone for the primary time over the phone and your conversation is being interrupted by yawns, and sneezes, I doubt you'd be gung-ho about doing business with them
Following up with a lead then putting that person on hold is another common mistake I even have encountered. Although your reasons for putting your customer on hold could seem vital to you, your customer will find it to be annoying no matter your reasons. So make certain to line aside a time to call your lead once you know the interruptions are going to be few.
So the next time you receive a lead, act thereon immediately, let your customer know that you simply are happy to figure with them, speak clearly and avoid interruptions, and watch your sales productivity increase!
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