Working Leads Effectively

May 16th, 2019 by

In the sales business, there is nothing more important to you than working leads effectively. As a business owner, you can spend thousands of dollars to generate leads. And, without a doubt, there is nothing more frustrating than not seeing them come to fruition.

Sure, many leads simply don’t pan out. Maybe it’s about money or the prospect just doesn’t need that product at that particular time. Or, the ball got dropped and the lead just wasn’t worked effectively.

Example from Gary Johnson from the National Association of Sales Professionals

“100 people called or walked into your business inquiring about products or services in the last 60 days. Out of those 100, how many were actually followed up on? Let’s say the answer is 48. I would then ask, how many of those 48 potential clients were followed up with twice? Let’s say that the answer is 25. Then I ask how many have been followed up with at least 3 times in the last two months and we determine the answer is 12. I then share you with you that 80% of sales occur between the 5th and 12th contact and 88% of your leads are being abandoned after the 3 contacts. How would you feel about that? Probably shocked but keep in mind that these numbers are real according to a recent study on sales follow up.”

Wow. That means if you’re interesting in working leads effectively, you need to follow up on those leads up to 12 times.

Gary offers these statistics on working leads effectively:

  • 2% of sales are made on the first Contact
  • 3% of sales are made on the second Contact
  • 5% of sales are made on the third Contact
  • 10% of sales are made on the forth Contact
  • 80% of sales are made on the fifth to twelfth Contact

One last caveat to working leads effectively. In today’s omnichannel marketing world, you need to reach out to your prospects via multiple marketing channels. What works for some prospects, does not work for others.

BTW – if you want to order leads on-line right now – here’s the link