While leads are immensely valuable to your business and overall marketing strategy; if your leads aren't converting into sales or even prospects, you're doing something wrong.
Most marketing companies and old school sales training focus on:
- show rate
- how many times you've called the lead
- whether you left a message or hangup
- what time of day you called
- or if you tried them from 7 different phone numbers
Don't get me wrong.
Some of these metrics and strategies are helpful. Most often though, what really matters is over looked.
Leads are people.
If you are interacting with them as anything other than that, you will NOT turn them into clients.
This obvious fact may seem rudimentary, but after being a top producer and lead manager for more than 10 years, I've consistently seen salespeople neglect this.
In today's high tech world and rapidly evolving financial industry, you must adapt to the advancements. But KEEP the human aspect of your business.
Your leads don't want to be treated like a number, called 15 times in a week or pressured into making a decision today.
We love to buy, but we hate to be sold to.
This hasn't changed.
Social media, technology like scheduling apps and voice messaging, won't replace you being likable and trustworthy.
While the above tools help your business be more efficient and surely help you communicate, you still have to be someone they trust with their money. Plain and simple.
How do you become likable?
How do you breed trust?
This will vary from client to client and could be another post altogether.
But here are some quick qualities and tips for you.
- Confidence (in yourself/product/etc.), not arrogance.
- Consistent with your actions/words.
- Value your prospect's time.
- Listen to their concerns, and show a genuine interest. Not just about converting them into a sale.
Think about it for a second.
How did you last make a buying decision…
Did you buy from the salesperson that used a sneaky approach?
Called you 15 times? 😣
Interrupted your dinner and family time, calling you 'after work hours'.
Or did you buy from the one that was most competent and compassionate.
The salesperson concerned with your goals, but was also good at their job?
This isn't rocket science.
BUT it is a combination of human science and sales-skill.
People buy from people they like and trust.
If they don't like you, they will not trust you.
Are you overlooking this in your business?
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