Overcoming The Bad Lead Syndrome

You want the good

leads…..

Overcoming the “Bad lead”

syndrome.

By Will Gibney

Glen Garry Leads

Everyone wants the

Glenn Garry leads that

are

ready to

close!

2 nd Prize Steak Knives

Where a lead comes from?

A day in the life…. eCoast Calling Agent

-Cold List

-120 calls per day

--Voice Mails

-10% to 12% contact rate

-3 to 5 quality conversations

-1 to 2 Qualified Leads

per day

The

Reality is…

In the Past… (hopefully not from eCoast)

You’ve all received “bad” leads.

Side effects

of cold

calling.

Reality of a Net New Opportunity

Reality of a Net New Lead

It’s Not a

Referral

They won’t call you back

They’re not ready to buy

They may have forgotten the conversation

Lead Engagement Best Practices

What the

typical

outside sales

rep does…

Let past

bad leads

cloud their

judgment.

Doesn’t bother calling the lead.

Doesn’t read

the lead details.

If you do call, make one call then leave VM.

And if you actually do

call and get the

prospect live you

say…..

Someone from eCoast called you….

Lead Engagement Best Practices

How you need to

approach a net new

lead from eCoast?

With a

Positive

Attitude!

Ok, fine…

At least try to be neutral.

Pre-Call Preparation

Read the

lead

details

Reaching

the prospect

Make more than ONE Phone Call .

Engaging the prospect

Follow-up

Techniques

Refresh Their Memory

“ Instant Recap” Follow-up Technique

Hello____. This is (your name) from(your company).

You spoke with my colleague, (colleague’s name goes

here) on (date goes here) and discussed ______.

Guilt + Instant Recap Follow-up Technique

Hello____. This is (your name) from(your company).

“ You asked us to call you today to

discuss (fill in the blank with your

next step.)

Do you recall the conversation with

my colleague ____ on (date goes

here) regarding (what was discussed)

You received a bad lead?

Don’t just say to marketing…

“ These leads are no good!”

Here's a simple resolution process if you have a bad lead: Provide individual lead feedback on any "bad leads“ to the vendor for requalification and/or replacement.

When it works…..

“ Since our original eCoast lead we have generated $1.3 million

in revenue and about $250,000 in GP . We currently have

outstanding relationships from the CIO down to the

Network manager.”

“ eCoast gave us the opening we needed to contact

them as a WARM LEAD, they were able to ask the

right questions and get just enough information so

that when we called in to the account we had

information that was pertinent to their issues.”

Will Gibney Vice President eCoast Web: www.ecoastsales.com Read the Blog: varmarketing.ecoastsales.com Email Me: wgibney@ecoastsales.com Phone: 603.516.7430