I am continually amazed at the number of customers that go uncalled at the hands of sales people. The latest surveys from groups like Forrester and MarketingProfs indicate that still 40-60% of online lead inquiries never get contacted.
If you are buying aged mortgage or debt leads this is most likely the customer you are getting. So, don’t make the same mistake again.
Every lead you get is a potential sale. Remember each aged lead raised their hand at some point and said, “someone please call me about a mortgage or debt product.”
Why would you not call that person back? Even more important…why would you buy a lead you wouldn’t call repeatedly until you got a good contact?
One of the biggest pitfalls of sales people and leads it the natural tendency to cherry-pick. The best way to avoid this guaranteed time waster and sales production hit is to simply do it right up front. Segment all of your inbound leads into some form of prioritization or quality score. This can be as simple as a sorting routine–highest loan amounts, hot foreclosure market, characteristics that historically close better.
Warning: you are still going to call all of the leads. You are just determining in what order and trying to estimate the ones that will do the best. This segmentation exercise will also help you measure results better. You might learn something interesting about what really closes and what doesn’t–use this in your next lead buy.
I will make this short and sweet. If you don’t call even one single lead you are gambling with the success of your business. You will give customers an unfavorable impression and give them the opportunity to go elsewhere. You will lose deals!
Not only will you jeopardize deals, you will lose referrals. Even if you find that some leads have already been helped or are no longer interested it does not preclude you from asking for a referral. If you don’t call them you will miss deals and referrals.
If you want to increase your sales numbers the easiest, fastest, and most overlooked sales tip is simply to call every lead.
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