Return to leads

Perhaps the tip that will have the biggest impact on your business is this one:

Get back to those who are looking for your company immediately.

  • Got an email with an interested company? Reply immediately.
  • Did someone leave a message on the company phone? Answer as soon as possible.
  • Did a person fill out the contact form on your website? Pick up the phone and call that person.
  • A Linkedin contact sent you a message requesting a conversation? Reply back in a few seconds.

Prioritise your market ahead of all other activities.

I know you're not upside down waiting for leads to come in. I imagine your day is very busy. The blanket is always short. Too many tasks, not enough time. I know that.

Now, do you want to grow? Do you want to sell more? Do you want more customers?

Yes? prioritise your market. And those people who come to you represent your market.

Now for the second tip that will double your conversion:

Be ready:

  • An introductory email with the benefits and business offers for your leads and
  • An adaptable proposal depending on what you collect in the first conversation.

Make the most of these two documents. Prepare, look at, leave for two days and look again. Make the final strokes and have them at hand for immediate use, including on your smartphone.

Once you get back to the lead and see that there is a fit, immediately send the pitch email to register your deliverable and if appropriate send the proposal if your lead asks for it.

All fast.

We will undertake a 4x faster pace in your conversion processes. This will double your revenue in 6 months. Take my word for it. Test and charge me.

I know it's not something easy, but you have to give it a chance and test it out.

I'll tell you what I see in many companies I consult:

Investments in ads and prospecting that generate a profusion of leads but there is a clear misalignment with the conversion structure that is mostly lethargic.

In other words, salespeople are handed leads on a platter but don't demonstrate the appetite and drive needed to turn them around.

Perhaps because leads come in at high volume, the tendency is for a lenient treatment.

A big mistake.

From end to end in your commercial operation, staff have to show an aggressiveness, an appetite to get the customer in.

And the speed of conversion steps, such as first return, issuing proposals, scheduling meetings, opening channels, turnaround times, all influence the conversion outcome.

I see slow teams, I see bureaucratic teams with a low appetite for business.

The stance must change immediately.

The market doesn't care if the person who is returning is the owner of the company or an assistant. The market cares about the assertiveness of the return, that is, in how much time and with what quality.

Your new internal rule: Return to leads within 5 minutes of their input.

  • Are you at the gym? Stop the treadmill and come back.
  • You at the hairdresser's? Ask the manicurists for permission and give feedback.
  • Are you in the cinema, in the middle of the film? Okay... As soon as it's over, come back to the lead.
  • Is it Saturday? Normal. Return as normal.
  • Is it Sunday? Ok, here we have an exception. Come back on the first thing Monday.
  • Are you watching the São Paulo game?! Ok, wait for the game to finish and come back. 

Seriously again: Return as soon as possible!

Priority zero: Respond as quickly as possible when the market calls you.

This will double your turnover before a year.

Stavros Frangoulidis
Stavros Frangoulidis
CEO of PaP Solutions ⚡ Let's connect on Linkedin too

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