OK, focus. The quantity of your incoming leads is flatlining & you need more prospective sales in the pipeline. So, what can you do without spending a fortune? Quite a lot actually.
One of the best ‘no cost’ ways to generate new prospects is to ask your clients for referrals. They have many new channels that you can explore, such as sister companies, resellers, their own customers, acquaintances, family and so on. And all it will take to get the referral is one (well structured) conversation with each client. Take a systematic approach to this, ring everyone at least once a quarter and make sure to include new prospects and clients in your (or your salespeoples) calling. Not only will this generate a lot of new leads, but it will build up goodwill and better relations. To prove the value of this activity.......
...The closure rate for prospecting leads is 5-10%. The closure rate for referred leads is 50-60%
The key to keeping leads flowing is to be creative, take regular action and always monitor the results. Try new things. As the saying goes ‘If you always do what you’ve always done, you will always get what you always got!’
This above is an excerpt from my December 08 business newsletter 'The Lead' which is full of practical and hard hitting advice for SME's. The December issue includes the article '20 no cost - low cost ways to generate leads'. To receive the full copy please email me directly on mogrady1@gmail.com
No comments:
Post a Comment