Last week I did a LinkedIn post that had the most incredible response to it, you should go and check it out. It is about the whole idea of getting leads, maximising, and extracting every single drop of value out of them.
I’ll describe it so you understand what this is about. It is a drawing of a funnel that’s got all these holes in it, and there’s water spurting out of it. Each one of those holes represents something different, one of them is leads not contacted, another one is leads not converted, another one is leads not followed up, there are about six of them.
Let’s think about it. If there are at least six holes in a funnel, how much water is coming out from the bottom end? where it’s supposed to come out. One thing’s for sure, not as much as it should.
What I’m going to do today is go through a checklist that people requested from me, I’m going to give you 11 things that you can do to plug the holes in your sales funnel so you can make sure you are not missing out on anything.
I’ll give you a couple of examples so you know what the purpose of this list is.
The first thing you can do is contact every lead within five minutes of their inquiry. The data tells us that if you respond this quick, your chance of converting those leads goes up by 900% That is simply astonishing!
Another bit of data tells us that 50% of sales go to the first company that contacts a lead so, time is of the essence here. If you want to maximise your opportunities of converting a lead you better be ready to get in touch with them as soon as they contact you.
There is a different issue that’s introduced when people try to contact leads just a couple of times and then give up. Just because they didn’t take your call the two or three times that you rang them this week, it doesn’t mean that they’re not going to take your call next week or the week after.
Try harder to actually talk to each lead in the first place, and if you have a sales team that follows up on them it is essential that you use an effective sales meeting framework to make sure that each salesperson has accountability for all of his or her opportunities.
There is a whole lot of things on this list that will help you fix the problems in your conversion process. Listen to this episode to stop missing out on big opportunities and to get the most out of your time and efforts, I’m sure you will know how to exploit these resources to your advantage.
To DOUBLE your lead-to-sale CONVERSION with the leads you already have, go to http://JohnBlakeAudio.com for his exclusive, free, no-fluff, audio training and companion PDF guide.
Inside you’ll get word-for-word email follow-up templates, phone scripts, and more that you can put to use today.
