Overcoming The Bad Lead Syndrome

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70% of sales leads are never followed-up on. Slide deck attempts to show why sales reps need a fresh approach to lead follow-up and provides a few techniques. Good for marketing and sales types. Successful preso to get our clients more focused....

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  • Overcoming The Bad Lead Syndrome

    1. 1. <ul><li>You want the good </li></ul><ul><li>leads….. </li></ul><ul><li>Overcoming the “Bad lead” </li></ul><ul><li>syndrome. </li></ul><ul><li>By Will Gibney </li></ul>
    2. 2. Glen Garry Leads <ul><li>Everyone wants the </li></ul><ul><li>Glenn Garry leads that </li></ul><ul><li>are </li></ul><ul><li>ready to </li></ul><ul><li>close! </li></ul>
    3. 3. 2 nd Prize Steak Knives
    4. 4. Where a lead comes from?
    5. 5. A day in the life…. eCoast Calling Agent <ul><li>-Cold List </li></ul><ul><li>-120 calls per day </li></ul><ul><li>--Voice Mails </li></ul><ul><li>-10% to 12% contact rate </li></ul><ul><li>-3 to 5 quality conversations </li></ul><ul><li>-1 to 2 Qualified Leads </li></ul><ul><li>per day </li></ul>
    6. 6. <ul><li>The </li></ul><ul><li>Reality is… </li></ul>
    7. 7. In the Past… (hopefully not from eCoast) <ul><ul><li>You’ve all received “bad” leads. </li></ul></ul>
    8. 8. <ul><li>Side effects </li></ul><ul><li>of cold </li></ul><ul><li>calling. </li></ul>
    9. 9. <ul><li>Reality of a Net New Opportunity </li></ul>
    10. 10. Reality of a Net New Lead <ul><li>It’s Not a </li></ul><ul><li>Referral </li></ul>
    11. 11. They won’t call you back
    12. 12. They’re not ready to buy
    13. 13. They may have forgotten the conversation
    14. 14. Lead Engagement Best Practices <ul><li>What the </li></ul><ul><li>typical </li></ul><ul><li>outside sales </li></ul><ul><li>rep does… </li></ul>
    15. 15. <ul><li>Let past </li></ul><ul><li>bad leads </li></ul><ul><li>cloud their </li></ul><ul><li>judgment. </li></ul>
    16. 16. Doesn’t bother calling the lead.
    17. 17. <ul><li>Doesn’t read </li></ul><ul><li>the lead details. </li></ul>
    18. 18. If you do call, make one call then leave VM.
    19. 19. <ul><li>And if you actually do </li></ul><ul><li>call and get the </li></ul><ul><li>prospect live you </li></ul><ul><li>say….. </li></ul>
    20. 20. <ul><li>Someone from eCoast called you…. </li></ul>
    21. 21. Lead Engagement Best Practices <ul><li>How you need to </li></ul><ul><li>approach a net new </li></ul><ul><li>lead from eCoast? </li></ul>
    22. 22. <ul><li>With a </li></ul><ul><li>Positive </li></ul><ul><li>Attitude! </li></ul>
    23. 23. <ul><li>Ok, fine… </li></ul><ul><li>At least try to be neutral. </li></ul>
    24. 24. <ul><li>Pre-Call Preparation </li></ul>
    25. 25. <ul><li>Read the </li></ul><ul><li>lead </li></ul><ul><li>details </li></ul>
    26. 26. <ul><li>Reaching </li></ul><ul><li>the prospect </li></ul><ul><li>Make more than ONE Phone Call . </li></ul>
    27. 27. <ul><li>Engaging the prospect </li></ul>
    28. 28. <ul><li>Follow-up </li></ul><ul><li>Techniques </li></ul>
    29. 29. <ul><li>Refresh Their Memory </li></ul>
    30. 30. “ Instant Recap” Follow-up Technique <ul><li>Hello____. This is (your name) from(your company). </li></ul><ul><li>You spoke with my colleague, (colleague’s name goes </li></ul><ul><li>here) on (date goes here) and discussed ______. </li></ul>
    31. 31. Guilt + Instant Recap Follow-up Technique <ul><li>Hello____. This is (your name) from(your company). </li></ul><ul><li>“ You asked us to call you today to </li></ul><ul><li>discuss (fill in the blank with your </li></ul><ul><li>next step.) </li></ul><ul><li>Do you recall the conversation with </li></ul><ul><li>my colleague ____ on (date goes </li></ul><ul><li>here) regarding (what was discussed) </li></ul>
    32. 32. You received a bad lead? <ul><li>Don’t just say to marketing… </li></ul><ul><li>“ These leads are no good!” </li></ul>Here's a simple resolution process if you have a bad lead: Provide individual lead feedback on any &quot;bad leads“ to the vendor for requalification and/or replacement.
    33. 33. When it works….. <ul><li>“ Since our original eCoast lead we have generated $1.3 million </li></ul><ul><li>in revenue and about $250,000 in GP . We currently have </li></ul><ul><li>outstanding relationships from the CIO down to the </li></ul><ul><li>Network manager.” </li></ul><ul><li>“ eCoast gave us the opening we needed to contact </li></ul><ul><li>them as a WARM LEAD, they were able to ask the </li></ul><ul><li>right questions and get just enough information so </li></ul><ul><li>that when we called in to the account we had </li></ul><ul><li>information that was pertinent to their issues.” </li></ul>
    34. 34. Will Gibney Vice President eCoast Web: www.ecoastsales.com Read the Blog: varmarketing.ecoastsales.com Email Me: wgibney@ecoastsales.com Phone: 603.516.7430

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