In my opinion, there is no such thing as a dead lead unless the number is disconnected. Even a wrong number can be turned into a lead if it´s in a similar targeted market.
Sometimes you´ll send info to a prospect, follow up with a phone call or e-mail and not get anywhere. This may go on for months or years. When this happens, it´s considered a "long shot" and it means it´s time to get pro-active.
Probe: Is this a service you´re still interested in?
There is nothing more frustrating than trying to close a deal with a prospect who has an interest but isn´t ready to sign a contract. Because it happens to everyone, you need to get to the root of the reason for their hesitation. Consider these questions"?¦
ï?¶ Is it the money that´s holding you back?
ï?¶ Is there a strategic aspect of the program that I can help you with?
ï?¶ Are there any questions I might be able to answer for you?
ï?¶ What would it take to get your business?
ï?¶ When will you be making a final decision on this contract
When all else fails, try this. "When we began speaking with you a year ago about our services you stated that you were interested in working with us." "Is that still the case?" "I understand your hesitation and I´d like to be able to make this process as simple as possible. Are there any questions I might be able to answer for you to expedite this process?"
Long shots should be removed from your regular lead flow system and categorized as "low priority´ leads. But they should always be followed up.
Probe the prospect to determine how interested they still are in your service. If after a three- six month period they still haven´t signed with you, relegate them to long shot and contact every 90 days.
Delete any and all disconnected numbers from your system on a regular basis as they can take up space. Also remove or consolidate any duplicate records.
Contact previous clients to update them on your service or company changes and determine the best way to win their business back. Offer discounts and alternative solutions where applicable. Determine what went wrong the first time and try to correct it.
Wrong numbers can be turned into leads as well so don´t discount a business lead just because it´s a different business.
Disconnected numbers should be tossed.
Tony Wilkins is the author of "Telemarketing Success for Small and Mid-sized Firms available in most bookstores and online at www.amazon.com and www.xlibris.com you may also find out about his workshops and services at
http://stores.ebay.com/telemarketing-success via e: mail at firstname.lastname@example.org or phone 415-267-4872 .If you´d like to be notified of a new posting for this column ,please contact Tony Wilkins at email@example.com