Less Time Picking and More Time Contacting

I see this in most sales organizations-a propensity for cherry picking. Really does it add that much to your conversion rate? I’ll answer that, “no.”

Cherry Pickers Lose

Humans are always driven by intuition and “gut” feelings, but unfortunately these are often wrong. Like the classic optical illusion tests, which are a longer lines or bigger tables, our eyes often deceive us.

The same holds true for cherry picking and sales. Our eyes gravitate toward large loan amounts or fresh new leads. Meanwhile, statistics don’t conclude that those eye catchers have any greater propensity to close more often or faster.

In fact there is a great deal of evidence to the contrary.

Power Dialing Wins

At the end of the day most lead sales performance data points to consistency and persistence as the winning combination. Calling leads consistently and following up on every contact in a timely fashion dramatically increases contact rate and conversion.

It certainly makes sense. Leads sitting in your CRM or email unattended are unlikely to call you.

What’s more, as anyone that purchases aged mortgage or debt leads can tell you this can be a huge advantage. You competitors’ cherry picking is creating an enormous opportunity. They are leaving money on the table.

He (or She) with the Most Contacts Gets Rich

That’s right the path to success with Internet leads is simple-he with the most contacts wins!

Pay a lot less and get some of these neglected aged leads and test the theory yourself. Don’t cherry pick, call more and you will make more this month.

Related articles by Zemanta

• On Lead Qualification: Turning Web Inquiries into Viable Sales Leads (thecustomercollective.com)
• The Case for Customer Communities (conversationagent.com)
• Measurements and Morale: Is Your Sales Process De-motivating? (thecustomercollective.com)