Managing your leads –Part One
You’ve probably read this in my column at some point in my over the last several years but this mantra bears repeating and often. Managing your leads is like finding buried treasure or at the very least a profit making stock that you just happen to own. When I first began cold calling almost three decades ago (has it really been that long?) it was in a boiler room situation. You know the scenario; 20 cold callers crammed into a room all talking at the same time, trying to talk people into something they really didn’t want or need. We all had what management thought were a stack of leads that were supposedly equally valuable (the smart telemarketers knew the difference however). What management didn’t tell you was that the more coveted or “worked leads” were often given to the top performers. “Worked leads” are those leads that have been circulated and called a few times with some success. These are generally people who have requested literature and have shown some degree of interest in speaking with you. These are also considered “hot leads”. Keep in mind that they could be one phone call from agreeing to do business with you. During this time of my cold calling infancy I always wanted to get my hands on those leads. And a few times I managed to get them. Giving these leads to cold callers, management deemed worthy might seem like an unfair advantage but reasoning was to insure that the leads were not being wasted by less skilled among us. The bad news is that if you were able to get these leads you were considered lucky but you were also expected to close at least one in that stack. It also made those of us who didn’t receive those leads very insecure and to some degree envious as well as panicky. To many of us it also seemed very unfair because it was like handing money to the chosen ones.More tips tomorrow..