Managing your leads –Part Four
Because I was weaned on “cherry picked” leads I can tell the difference between a list that’s likely to be a gold mine and one that needs to be worked. Having said that; I have some advice for those of you with a stack or database of leads and unsure what to do with them.
Tip One: Work every lead that has a valid phone number. Here’s the thing about the so called “hot leads”. “Hot leads” are only hot after you call them. So until you call a lead you don’t know if it’s hot or not.
Tip Two: Every lead is potentially a hot lead. So don’t pre judge. Often, we as sales people and cold callers will look at a list to see if there is any indication that certain leads should be called before others. And while you should prioritize your leads don’t make the mistake of thinking that the next name on the list isn’t a potentially hot lead.
Tip Three: Small mid-sized and large leads are all worth calling-Here’s why
Tip Four: Organize your leads before you call. The best way to approach any calling session is by starting with the leads that you’ve established a rapport with. These are in fact
Tip Five: If you get a wrong number and it’s still your target audience. Try to close them anyway. Sometimes you luck up and get someone who can use your services but isn’t on your list. In this case it’s okay to tell a white lie and say that their firm is on the list but you’re not sure who’s in charge of (purpose of the call). Often the receptionist will still find out who the decision maker is for you anyway.
Tip Six: Hot leads like referrals tend to run out so treat every one like gold. You don’t have any leads to waste.