In Sales + Marketing we often hear “The Fortune’s in the Follow Up“.
Meaning we need to keep pounding the phones.
Emailing the prospect for an answer.
Making sure they got our 13 previous messages.
But is the Fortune really in the follow up?
Or are you wasting time harassing people that won’t buy.
This is obviously going to depend on several factors.
According to RedBase Interactive
“Leads that are nurtured purchase 47% more than non-nurtured leads.”
That is pretty significant.
This means, it’s not only about smiling and dialing. Or smothering your prospect.
It’s about knowing what do with your Financial leads.
Nurturing them and prioritizing your work.
So you can get results.
Questions to Ask When Planning Your Follow Up
- How did this lead come in?
- Is this someone who was bored or surfing Facebook?
- Requested a FREE book, Report filled with “secrets”.
- OR is this person interested in your product/service. Has a problem and the wherewithal to buy?
There is a big difference between between someone wanting free information and someone wanting you to help them solve their problem.
Most often when buying leads, salespeople don’t have a process or system.
Something to categorize them correctly. To manage them accordingly.
As solo Financial advisors, you need to know how to invest your resources.
When I was working inbound sales leads and doing cold outbound, I would always categorize my leads (and systematize my process).
As a one-person sales team or independent agent. This is crucial.
You want to be talking with buyers.
To help them.
To do your job well.
To ensure your income reflects it.
And to know where you can best invest your time.
Easy ways to Effectively Categorize Your Leads
- Hot – ready to buy today.
- Warm – have interest. Good Prospect. Can buy. Not ready just yet.
- Cold – Curious. Timeframe is 6 months or more.
- Other – Not able to afford purchase (but may down the road or have friends to refer)
- No Interest – Don’t waste your time or theirs (aka CLOSE FILE)
While these have worked for me, the idea is to find something that works for you.
So you can use your resources, time and energy well.
AND execute repeatable processes.
If you’re chasing people that aren’t candidates or not taking your calls, you’re wasting time which could be spent helping others.
Work smarter, not harder – isn’t just a catchy phrase.
It’s sound advice and can enable you to grow your business/client base + increase your sales today.
The Fortune is found in effectively Following Up with the right prospects .