Number of Leads - When scheduling your time each week, plan on 50 new or follow-up calls each week per 10 hours worked. This time will include other tasks that occupy you including responding to current customer demands, administrative duties and developing new leads. You don't want to become overwhelmed because if the lead isn’t effectively followed-up, and you’ll frustrate the potential customer and damage our brand. So before you start developing leads, register with you Team Leader HOW MANY leads per week you will be pursuing. Develop a plan to deliver that many qualified leads and before you generate leads, know exactly what you will say - know the product and message.
Message - The approach is to converse based on the situation, ask relevant questions, provide and idea or solution, relate product usage allowing the prospect to achieve goals, solve problems and satisfy needs. Our infomercials are broadcast to over 700,000 Comcast subscribers - not just a few tens of thousands - and they can be 15 seconds to 29.5 minutes in length providing any depth needed to present the prospects products and services. The longer infomercials allow viewers to identify on a more personal level with the prospect's business. The goal is to continually sell the next step in the sales process. See one 4-step tactical sales process at http://net-teams.net/sales/Basics1.cfm
Reach Leads - You must “map” the organization to find out “who’s who”, befriend gatekeepers, identify decision makers, negotiate access, identify needs, uncover key pieces of data you will need to identify the Qualified Lead, visualize solutions and get this opportunity to the next level.
Qualified Lead - Meet these criteria: the person is the decision maker, or is a strong influencer and can get you access to the decision maker budget is available, or the person can make budget available need has been detected and developed, and our product can genuinely solve their need they have expressed real interest in a sales meeting to explore a solution to their needs.
Nurture Opportunities - Nurturing is not only a critical part of the lead development process, it is arguably the most important part. This is our opportunity to demonstrate a competitive advantage. Studies clearly show that B2B inquirers buy at some point, usually within a year of initial inquiry. The question is who will they buy from? If it is to be us, we have to facilitate the buying process by staying in front of them in a respectful, helpful way. Our job is to educate them, inform them and to help them make a purchasing decision, which we have a solution for.
This is one reason why you definitely DO NOT want sales reps doing the nurturing, as they would be trying to close, close, close. That’s a fast way to turn off prospects.
Nurturing is bite sized, relevant and cost-effective communications throughout the sales process. It is not unilateral communication…we are developing a system for tracking your communication to them, and theirs to you, so you can ultimately see the chronology and depth of the relationship.