Skip to content
When Buying Leads is A Waste of Money
Vanessa

Vanessa

When Buying Leads is A Waste of Money

Having been in sales for more than 13 years and working with top financial advisors for 5+, one thing is clear; most salespeople don’t have processes in place.

We love closing, collecting big commissions and even overcoming objections.

But how many LOVE following up?

How many have consistent and systematic ways of making sure a prospect doesn’t slip through the cracks?

This is not judgement nor condemnation, this is knowing oneself. 

It doesn’t matter if you spend $10 or $350 on a lead

If you do not have an effective way of putting them through your sales process; you may as well throw your money down the drain.

Because buying leads and not following up, is a waste of money.

As Ryan Stewman, the Hardcore Closer puts it – not every person that came through your marketing funnel is ready to buy…

“90 percent of your leads will get lost, these are just the facts. Most salespeople have no long-term follow-up plan or automatic system in place…You can recoup a lot of the 90 percent by following up weekly. Sadly, most salespeople won’t”

Leads are the lifeblood of our business. Marketing is the fuel and sales is all about knowing what to do with both.

I’ve seen advisors and sales professionals buy high-end leads (paid $300+ PER lead) – call them a few times & forget about them (or worse let them grow cold).

Bought the marketing message from the company that SOLD the lead, and believed the leads were all candidates (ready to buy today 😕).

Then eventually thought something was wrong with the lead or themselves, rather than treating the lead accordingly.   

     the_leads_are_weak 

Companies sell leads.

A portion of them are simply great marketers, and aren’t overly concerned if you convert or close.

They are ok with the ‘burn + churn’ – they have plenty of leads. 🤷‍♀️

But you are in business to succeed & serve your clients.

You don’t want to be wasting money or your time.

Things to consider when buying leads:

  • Are these leads right for me?
  • How soon do you follow up with them?
  • Do you have a consistent process in place?
  • When do you take them off your rotation?
  • What do you do with their contact information?
 

Some leads/vendors can certainly be better than others, but leads are people.

You just need to understand their psyche better.

When they are looking to purchase.

How they like to buy, etc.

Knowing who they are and how to effectively reach them is key.

But if you don’t have a process in place to sift + sort or respect their time-frame, you are throwing money away.

The leads are weak…

Maybe it’s your process.  

Need help? 

Reach out!

Share this post

Recent Posts

Having followed up on Wills, Trusts & Estate plan leads since 2018, here are the top 4 reasons we like working Estate Planning leads.

There are countless ways to generate Financial leads. You can pay for ads on Facebook, PPC on Google, host financial Webinars/Workshop, buy pre-set appts (and so on). But are you leveraging your marketing to convey you're the Expert?

To help you keep the New Year on the right foot - we are sharing how to effectively use Email Marketing in your Financial Svc Business. Strengthen relationships & nurture new ones!

You may love every aspect of your Financial Svc Business & can handle it all. For advisors wanting to optimize or outsource, this is for you!

As prices & expenses keep rising more people are looking to cut costs. The following is what our Financial Advisor clients do to grow their business without breaking the bank!

Simply because someone attended a Financial webinar, seminar or completed an online form - doesn't mean they are ready to buy (or even commit to an appointment)...

This post is dedicated to Advisors looking to spend less time creating tasks & more time talking to prospects, helping clients or more time with family.

If you’ve been in Sales for a minute – you’ve heard of categorizing your leads. The good ol’ are they HOT, WARM or COLD...But is this the best you can do?

As a Financial Advisor there are many ways to market yourself. When crafting your brand online & offline – you must know why you do what you do...

The Financial Services industry is more competitive than ever. More people are seeking advice than ever. Are you being the best Advisor ever? 7 reasons Advisors should have Annual Reviews.

READY TO 🛑 CHASING?

Fill Out the Form Below & Schedule a Quick Call Today!