For those engaged in sales, the importance of robust lead sources to maintain a consistently filled pipeline is well understood. However, it’s not just about obtaining leads. The manner in which we handle them is equally crucial.
One of the most pivotal errors a salesperson can commit upon receiving a lead is a failure to act promptly. I recall an individual from my past professional experience who joined a networking group solely to acquire leads, investing a considerable $500.00 annually in membership fees. Upon returning from weekly meetings with leads in hand, he would nonchalantly pin them to the bulletin board above his desk, often forgetting about them for several days.
In the realm of sales, regardless of the product or service, every day holds significance. A competitor could seize the opportunity at any moment and win over your customer. Timely action is imperative.
Another common misstep is reaching out to a lead promptly but lacking enthusiasm when engaging with the customer. When contacting a potential client, conveying warmth through a friendly tone is crucial. Clients can discern the inflection in your voice and respond accordingly. Always approach the interaction with a positive attitude, reinforcing your role as the expert in your field. Remember, your customer may not be as well-versed in your product or service, so express genuine eagerness to assist them.
Furthermore, it’s essential to avoid yawning, sneezing, or coughing directly into the phone during follow-ups. While these are natural bodily functions, doing so into the receiver can create a negative impression and jeopardize the sale. Put yourself in the customer’s shoes; imagine a first-time phone call filled with interruptions like yawns and sneezes. Such distractions are likely to deter potential clients from engaging in business with you.
Lastly, putting a lead on hold during follow-up is another common pitfall. While your reasons for doing so may be valid, customers generally find it irksome. To ensure an uninterrupted conversation, schedule lead follow-ups during periods when distractions are minimal.
In conclusion, when handling leads, immediate action, a positive and enthusiastic approach, clear communication, and avoiding interruptions are key elements that can significantly enhance your sales productivity.