Secrets to Better Sales Prospecting with Aged Leads

September 29, 2011

Everyone needs more sales. This economy is not stalled because people are knocking down doors to buy things. That means you have to step up your game.Making sales in a tough economy means more volume in less time. To do that you have to get efficient and effective with your sales prospecting.

Here’s a step-by-step guide to using aged lead to get more deals this month.

Get the Right Leads

Identify the types of prospects you can most likely help. Build a profile of the types of customers you have closed in the past. This should include characteristics that you can filter for when you buy leads. For example…

Mortgage Lead Filters

  • Credit
  • LTV
  • Loan amount
  • Loan type

Insurance Lead Filters

  • Policy type
  • Age
  • Zip Code
  • Area Codes
Thinking through the who you’re most likely to close is a great way to ensure you buy the right leads. Aged leads provide convenient filters to help you efficiently prospect against the best leads.

Create Your Opening

Now that you have a list of prospects (that was a lot easier than thumbing through the phone book, huh?) it’s time to prepare your sales attack.I suggest hitting every lead from multiple angles. At a minimum, you need to email and call every aged lead you buy. However, the secret to success is all in how you open the conversation.

Remember what these leads (or any lead for that matter) has experienced before they get your email or phone call.

  • They submitted a question or request on the Web
  • They may never have been call back
  • They may have been called, but not helped
  • They may have been overwhelmed and didn’t do anything

Therefore, I like to go in with something along these lines:

  • Remind them that they requested information online
  • Tell them their information was matched with you
  • Create urgency by telling the market has changed (it always does)
  • Let them know you are here to help

 

  • Get Weekly Sales Tips

  • This field is for validation purposes and should be left unchanged.

Maybe something like this…

Hi! Mrs. Insurance Prospect, I just got your request from the Web
for health insurance policy information. It looks like it might
have been a couple of weeks ago, sorry for the delay.
We were matched with your request. I want to walk you through
the options we have prepared for you...

Blast with Email to Filter

Email is another great angle to open the conversation. Even better it is a quick and efficient way to filter down to the responsive leads. Like any Web lead, the majority of them are going to be slow or completely non-responsive. That’s why email blast are awesome.

Craft an email, or better yet an email campaign, to find out which leads are still alive and ready to be sold. If they open or click you have a live prospect. Call–immediately! They will be impressed by your sense of urgency to help.If you want a very specific email campaign to follow take a look at my article: 4 Emails Every Aged Lead Should Get.

Schedule Time to Dial

This really is the killer to most sales campaigns, in fact it is way there is an aged lead market. Most sales teams and people do all the prep and then fumble the ball on the goal line by never calling. Isn’t that amazing?!Hard schedule into your calendar a couple of solid hours of calling. Call these leads. Follow up on opened emails–make it happen.

What are your secrets to better prospecting? Have you tried aged leads? What do you so to get sales out of your aged lead buy?

About Troy Wilson