Too many people think of Internet lead ROI as: “Did I close that lead?” However, any good sales person will tell you that the real power of sales ROI is secretly in the art of the referral. And, ironically aged leads are probably one of the richest sources of potential referrals.
Aged Lead Referral Opportunity
Fresh Internet leads often get us very focused on the instant follow-up and immediate sale. However, aged leads give us a great opportunity to more strategically think about each and every lead.
What is the current situation of the prospect? What was their original inquiry experience? If they have already found someone to help them, do they know someone else that needs mortgage or debt assistance now.
I think referral opportunities with aged leads can be a big lead ROI enhancing strategy.
Ready-to-Close Aged Mortgage Leads
Building the Referral into the Pitch
In order to take advantage of the aged leads referral opportunity you have to build it into your sales script. Make sure you are inquiring about others you can help on every call or presentation.
Asking for referrals only occasionally is simply forgoing opportunities for free leads.
Turning “No’s” Into Referrals
I also encourage you not to miss the opportunities for referrals in rejections. Handled as a part of the sales pitch and rejection script, there is a great opportunity. Your pitch can simply be, “I am sorry that you loan process was so frustrating, but I will assure you I can prevent you from repeating that in the future–or any of your friends and family members having to endure that.”
Ask for that referral on every call–good or bad.