- “Half of these leads are no good.”
Answer: True - half are no good because slightly less than half will buy in one year. The problem is, only YOU can determine which half will buy.
- “It takes too much of my time to use the CRM system.”
Answer: Once information is entered into the CRM system, it saves you time - time spent on manual forecasting; time spent looking for names and numbers to call when you promised to call; time spent following up on leads pumped into the system automatically from the web, the marketing automation system, trade shows, etc. CRM is a time saver.
- “Do I have to call all of the leads you give me?”
Answer: Yes, you have to call all of the leads we give you because we spent money on your behalf to find these people. Only you can separate out the 50% who will buy from the 50% who won’t.
- “How many times do I have to call a lead before I give up?”
Answer: Some people would say until the person buys or dies. Others who are more realistic will say call six times and email six times, and then close it out.
- “Do I have to follow up on leads that don’t supply a phone number?”
Answer: Yes. Find the number.
- “Why should I call this guy? He’s inquired before but never bought.”
Answer: He probably didn't buy before because you didn't follow-up before. If he or she has inquired before, he knows you. You have a better chance to sell to someone you know than someone you don’t know. A prime rule of sales is that all things being equal, people buy from people they know. All things being unequal, people buy from people they know.
- “Why should anyone who hasn’t agreed to buy be put on the forecast?”
Answer: If you want to wait to put someone on the forecast until they agree to buy, that’s called a sold report. Of course put prospects in the pipeline in the correct stage. Kill them off as soon as they say they won’t buy. This is why it’s called a sales forecast.
- “Shouldn’t a one-week turnaround be good enough for a proposal?”
Answer: If you speak to someone who wants a proposal, give it to them the same day, when it’s fresh in their mind. If you wait a week, they won’t remember who you are. They may have also already made a decision favoring the other salesperson who responded the same day. Read Andy Paul’s book, Zero Time Selling.
- “If they haven’t answered the budget question, do I have to follow-up with them?”
Answer: There is one universal truth about prospects. They lie. They evade. They mislead. They won’t tell you if they have a budget because they’re afraid of you. Until they accept you as a partner in the buying and selling process, they seldom answer the budget question. Assume they are budgeted or they wouldn’t inquire.