The Mistakes: |
1. Slow response time: 900% increase in contact rates when you can reach out to a customer in five minutes versus ten minutes |
2. No defined Follow Up Process: What do you do in the first 24 hours of getting a lead, every hour, that would have variety and that wouldn’t annoy people. Create a follow up process for the 1st 24 hours to the first 12 months |
3. Gives your team predictability: Create a sales process to create predictability, make your salespeople feel good about the lead and it makes certain the number of times they will need to follow up |
4. Gives you consistency: Do you have that autoresponder that follows up immediately with an internet lead within the first minute? It should send you a notice and you should text them immediately |
5. Process allows you to scale: Process allows you to find what works, what doesn’t and allows you to scale |
6. Assuming your leads has not done their homework: Search out your lead's company. Look at who they are, what they want. |
7. Not giving the info requested: Not addressing their questions, and then not providing the right data. When price is discussed, talk about offers and terms also. |
8. Forget they still need to be sold: Have to sell your business when in contact. This involves: Speed, information, Variety Information, Follow-up, Build Trust, Demonstrate transparency, Provide lots of information |
9. Assuming the lead is the decision maker: Are you talking to the right people? Who are the decision makers? |
10. Relying on one form of communication: Using as many forms of communication as you can. Eg. Texting during a sales call can increase closing ratios by 328% |
11. Giving Up Too Soon: 90% chance of finally making contact after 6 calls. The average contact takes 8 calls just to get in contact. with the lead after they've showed interest. Average company makes two calls only to follow up a company lead |
12. Not qualified: 68-70% of everyone that hits your website is on a product that they will not purchase. 79% of all leads never, ever convert into the product sale. Qualify and offer choices |
13. Gatekeepers: Use Skype and GoToMeeting with them. |
14. No research on lead: Find more information on who you are dealing with so you can know how to sell to them and engage them personally |