Lost Leads: Who Are They and Where Are They Now?
If you are a sales professional who receives your client prospects / referrals (aka "leads") organically through people you know, or maybe from an organization you're employed by or involved with, or perhaps you buy leads from another source… you understand how important it is to follow up with those "leads" who can become clients.
Todd Duncan, a well-known author, sales trainer and speaker said:
"…if you don't follow up with your referrals, they won't follow up with you…"
Wow! Sage advice so… does this describe you? Although you may see the quote as an "obvious" thing, many salespeople have never put together a proven sales process that systematically follows up with those "leads".
Why a Follow-Up System Is Non-Negotiable
By having a system in place, you ensure at the very least you're not forgotten when it is time to select somebody for the good or service the "lead" desires. Is it a guarantee you'll get the deal? Nope. But… at the very least you'll get an "at bat" rather than remaining "on the bench" — which translates into wondering where your next closed deal will be coming from.
What about you? What does your system look like? WHO are the "leads"? WHERE are they now?
The Real Problem: It's Not About Getting More Leads
Many salespeople surveyed feel as though they have what's called a "lead" problem… meaning they need more people to talk to. Yet what numerous studies have found is they really need a better follow-up system to stay in touch with the "lead" from initial contact, to the decision phase, to closing the sale and, very importantly, beyond the closed sale.
Building Your Buyer Retrieval System
By creating and launching a "Buyer Retrieval System" you can put more assurance of where your future business will come from. Here are two simple ways to get started:
- A reasonably priced CRM like HubSpot gives you an excellent way to track these "leads" by keeping them all in one place.
- Or maybe… you simply create a "lead tracker" (this is FREE) on a sheet of paper or in Google Sheets where you record the name of the "lead", date(s) of contact, cell number, email address, who referred the "lead" and… any important notes.
Start tracking those "leads" today and see how your sales will start increasing "tomorrow".
Let's Talk — 30 Years of Proven Experience
Please reach out if I can answer any questions you may have about the system I've used in my mortgage practice for over 30 years and how easy it is to set one up for yourself.
