May 4, 2009
In today’s business climate it’s no secret for the need of a strong customer base and to keep attracting new ones. Yes, we all want more customers with less leads. This is a strategy that greatly improves your profit and saves your company from throwing away money for marketing. Bringing in customers with less leads is key in this climate. Companies are throwing away opportunities every day. If you want to win more deals its important to use proper sales management to increase your sales numbers! It’s important to fix these gaps in your sales process to put you on top!
Here are 5 common lead management mistakes that should be fixed to increase sales performance:
1. Email Doesn’t = CRM Software
This is unquestionably the top killer of sales leads. Email is a communication tool. Meant for short-term discussions or collaborations, not sales account management. It is not a tool to build sales relationships, with hundreds of clients, over numerous years.
Fact: the human brain can only manage so much information.
Your attempts at remembering to follow-up and diligently stay on top of hundreds of prospects and customers is a guaranteed failure. Real sales performance needs a system that will routinely automate some contacts and remind you to reach out personally on a regular basis.
2. One Call Close are Unlikely
It is certainly the stuff of sales legend, that Boiler Room like close. The real sales pro’s understand that this ranks up with winning the lottery. So, if you hit it be happy, but don’t expect to pay your bills and feed yourself playing that game.
This is why a disciplined process of following up, on all prospects, is critical to success. Industry surveys show that the average lead takes a minimum of 5-7 contacts to close and generally requires 30-60 days. So, don’t get frustrated and toss out that two week old lead–nurture it.
3. Stop Picking Threw Leads
The Call of the Wild fouls this one up too, our primal nature lures us to the biggest fish (whale) of the freshest meat (new lead). Two notoriously bad choices.
We can’t pick the right leads! We invariably gravitate to our biases, which is typically counter productive to our sales numbers.
Grabbing for the brass ring (tackling only the biggest accounts or loan amounts) and neglecting the opportunity to land a few small ones along the way, is the perfect example. Your sales management system should help you create an ideal lead profile for each of your sales agents. You will be amazed at how different your “perfect lead” looks from your “preferred lead.”
4. Start to Value Your Leads
Are you trashing valuable non-responsive customers? More so than ever, leads need to be effectively nurtured. Challenging economic conditions slows everyone’s buying decisions. Stay top of mind, so you will be first in mind when the pain or the need becomes right for the big buy.
This doesn’t mean just throwing all your old leads into the autoresponder. Smart sales people build a detailed follow-up plan that includes email, mail, and telephone. And don’t forget the value at each of those touch points–an interesting article or report, an example of success, or best practices session.
5. Get to the Next Lead!
Sales usually always comes down to the numbers.
How many times do we spend too much time organizing or getting ready to do something? The best strategy in most cases is to do as my Dad was found of saying, “Do something, even if it’s wrong.”
Simply getting onto the next lead will produce more sales than any other strategy. Get To Your Leads Now!
Increase your sales performance with Lead Management Software and start converting more leads. Generate more sales with the art of Social Selling.