overcoming the bad lead syndrome
DESCRIPTION
70% of sales leads are never followed-up on. Slide deck attempts to show why sales reps need a fresh approach to lead follow-up and provides a few techniques. Good for marketing and sales types. Successful preso to get our clients more focused....TRANSCRIPT
You want the goodleads…..
Overcoming the “Bad lead”syndrome.
By Will Gibney
Glen Garry Leads
Everyone wants the
Glenn Garry leads that
are
ready to
close!
2nd Prize Steak Knives
Where a lead comes from?
A day in the life…. eCoast Calling Agent
-Cold List
-120 calls per day
--Voice Mails
-10% to 12% contact rate
-3 to 5 quality conversations
-1 to 2 Qualified Leads
per day
The
Reality is…
In the Past… (hopefully not from eCoast) In the Past… (hopefully not from eCoast)
You’ve all received “bad” leads.
Side effects
of cold
calling.
Reality of a Net New Opportunity
Reality of a Net New Lead
It’s Not a
Referral
They won’t call you back
They’re not ready to buy
They may have
forgotten the conversation
Lead Engagement Best Practices
What the
typicaloutside sales
rep does…
Let past
bad leads cloud their
judgment.
Doesn’t bother
calling the lead.
Doesn’t read
the lead details.
If you do call, make one call
then leave VM.
And if you actually do
call and get the
prospect live you
say…..
Someone from eCoast called
you….
Lead Engagement Best Practices
How you need to
approach a net new
lead from eCoast?
With a
Positive
Attitude!
Ok, fine…
At least try to be neutral.
Pre-Call Preparation
Read the
lead
details
Reaching
the prospect
Make more than ONE Phone Call.
Engaging the prospect
Follow-up
Techniques
Refresh Their Memory
“Instant Recap” Follow-up Technique
Hello____. This is (your name) from(your company).
You spoke with my colleague, (colleague’s name goes
here) on (date goes here) and discussed ______.
Guilt + Instant Recap Follow-up Technique
Hello____. This is (your name) from(your company).
“You asked us to call you today todiscuss (fill in the blank with yournext step.)
Do you recall the conversation withmy colleague ____ on (date goeshere) regarding (what was discussed)
You received a bad lead?
Don’t just say to marketing…
“These leads are no good!”
Here's a simple resolution process if you have a bad lead:
Provide individual lead feedback on any "bad leads“ to the vendor for requalification and/or replacement.
When it works…..When it works…..
“Since our original eCoast lead we have generated $1.3 million
in revenue and about $250,000 in GP. We currently have
outstanding relationships from the CIO down to the
Network manager.”
“eCoast gave us the opening we needed to contact
them as a WARM LEAD, they were able to ask the
right questions and get just enough information so
that when we called in to the account we had
information that was pertinent to their issues.”
Will GibneyVice President eCoast Web: www.ecoastsales.comRead the Blog: varmarketing.ecoastsales.com
Email Me: [email protected]: 603.516.7430