|
| Why Lead Research? |
Check my sales experience: 2% of sales are made during the 1st contact 3% of sales are made during the 2nd contact 5% of sales are made during the 3rd contact This is where you will need to decide if you move on or not. So what is a 3rd contact? Frankly you will hardly ever really be able to contact your prospect 3 times in an acceptable time period, if he/she doesn’t want to speak to you. Why? Once your prospect has found out why you are contacting him/her they will place filters on you through the gatekeeper if they have one. Have you actually spoken to your lead 3 times or left a voicemail?.... .......... Question: have they called back? If not you need to re-qualify. Is this person really the right contact within the corporation? It might be better to open a new channel. The statistics below apply to contacts that you are in “real” contact with; we are not talking about voice-mails and e-mails sent, but actual discussions. 10% of sales are made during the 4th contact now.... 80% of sales are made during the 5th-12th contact So...think of it, lots of telephone and meeting contact is required to land the deal. Sustaining a high number of “active” contacts requires a high number of leads. Fact is - sales will not be generated till you have contacted your prospects several times. You need to automate the system otherwise you will sink in leads and never get the job done. Sit back and think this through, contact 100 leads, once, you will have a likelihood of 2% in getting business. Equally contacting 50 leads could generate in about 1 sale. Anything below that will simply mean no sales. Think carefully about what you just read. That was stage one, do proper follow up and your chances will double, so will your workload. So we are back to the figures above, the critical path juncture is the 3rd time contact. The rest of the procedure is academic. Most people however do not see where the PRIMARY procedure comes in; in fact most never even talk about it. That is........  Lead Generation ..... OK that might be taken care of by your marketing department. Most salesmen will tell you that the marketing department has no idea of how many leads are required to power a successful sales campaign. The figure, as demonstrated above, is higher than most marketing people really know.
So that leaves the salesman down to his little black book. Every good salesman has one and most companies will hire a salesman purely on that merit. Once he has worked through them and churned the additional leads generated by the marketing department, his usefulness and numbers will begin to dwindle. Off to a new job and the cycle begins again. The Leads loader ..... To the point.... this is a daily e-mail that will provide you with names of companies and a short description of their project. A phone number and a project will allow you to set off immediately each morning building new leads into your system. No surfing, just a quick look at the web-site, a phone call and into your Contact Manager it goes. This will provide you with material to keep your sales engine fueled with enough numbers to survive. The rest is your talent. Do not systematically dial a purchased leads list. The concept here is to “follow the money”, The leads you will get are from companies that have “activity”, companies where something is happening, where the buzz is. These people are often in a buying mood, the whole company has a “positive attitude, success breeds success, so go with the flow. Imagine .... Like your newspaper, you will eagerly await the ping in your e-mail box, read what new opportunities await you and dive into the phone. This daily energizing input will help you maintain a mental success level as demanded by today’s successful organizations Take one step forward now ....... welcome aboard ... Hercules Dantos! |
What to do ....... Fill out the form linked here to receive a 2 week FREE E-mail Leads Loader before you buy. You have nothing to lose; the leads you get in those two weeks could pay for the annual subscription easily. | [Home] [Subscription] |