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Today I would like to take a look at sales leads.
Lead generation is now an important part of our business and we have identified no less than 27 ways of generating them.
We are constantly testing different methods and media in order to reduce the costs of quality leads to get the balance of quality and quantity right.
While our clients embrace this testing, many still neglect to test their own ways of following up those leads.
Of course, the follow ups will depend on the market you are in, the information you get about the prospects and the products or services you provide. But, no matter how you currently use this information there is really no excuse for not testing different methods.
Here are some variations you may like to consider testing:
Telephoning the prospects more quickly.
Changes to your telephone scripts.
Making your offer softer, or even harder.
Setting up various email auto responder series.
Mailing a brochure and letter as part of the follow up campaign.
Getting your most successful agent to train the other members of your sales team.
I’m sure you can come up with many, many more. The trick is to set up your tests carefully, then monitor and analyse the results for your future benefit.
Hope this has given you a few ideas.