Congratulations! You’ve built a steady stream of incoming leads. How many touches does it take to convert your leads into sales? What steps do you take to convert your leads? The answers depend on what you sell.
The Challenge
Reaching your leads, multiple times over your sales cycle, and finalizing the sale is the challenge:
- 50% of all salespeople stop following up after the first interaction.
- Nearly all salespeople stop following up after 4 follow-ups.
Not you. No way. You are relentless, tenacious, working hard to engage your leads, and pressured by life’s balances.
The challenge is the lead volume is high, and each lead needs to be treated with TLC.
When lead volume increases and TLC fades, your conversions decline, and your reputation is harmed. When you rely on business referrals, your referral sources dry up.
When lead volume increases, your follow-up increases exponentially. How many hours do you currently spend with each prospect? Multiply that number by the number of leads and follow-up grows to nearly 50% of your time.
Managing Your Leads
Visualize buying what you sell. What do you see? What do you want your buyer to do as it moves closer to buying? What don’t you want your buyer to do? Identify the key milestones to achieve and dead ends to avoid.
Interact with your prospective buyers in advance of milestones and dead ends. How and when you interact depends on what you sell. In most cases, the more often you interact, the greater the probability of landing the sale
I Can’t Reach Everyone
I agree, nor should you try. Not all prospects are the same. The #1 time-waster is spending time with the wrong prospects. Your time is your most valuable asset, and it needs to be deployed strategically.
Here are ways to ensure TLC while you balance your competing priorities:
- Rank prospects and allocate your time to the A&B prospects.
- Segment contacts by your criteria.
- Use email templates to replace routine, repetitive emails.
- Create consistent, timely messaging to segmented groups and channels.
- Trigger outreach based on ranking and segments.
Build buyer confidence and trust among your highest priority clients and prospects based on the specific touches during your prospect’s sales cycle.
You Can Reach Everyone
You can touch all leads. The power is in your hands. Here’s a great example.
Helen buys 50 qualified leads per week. In the past, she employed 4 part-timers who called, emailed, and texted leads daily. Each lead received 6 emails and texts over a 14-day cycle. That’s 300 emails and texts.
Buyers typically made their purchase within 2 weeks and Helen wanted to make sure that she reached all her leads. Today, using X2CRM, Helen’s closing rate has increased 20% and emails and texts are sent with a click of a button after the initial call.
The Power Is In Your Hands
Imagine if 50% of your outreach is automated. Imagine if you have 10 hours extra per week. Think about your highest priorities. Think about what you can accomplish.
Connect and We Will Make It Happen!
