Can A 5 Month Old Go 12 Hours Without Eating How To Exhaust Sales Leads

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How To Exhaust Sales Leads

One of the most confusing and frustrating activities of being a new salesperson is how to get organized with new leads. You may have tried creating stacks by customer type, customer location, targeted product, or even time of year. If you’re pulling your hair out and surrounded by scraps of paper, try organizing for sales lead churn.

Consider that you need to consciously follow up on those leads that will help you make money in your sales job. Organizing leads before you start pursuing them and keeping them organized after you’ve exhausted them is critical to knowing what stage you’re at and what needs to happen next.

Rule: You must touch a wire 6 times

1. Call the head in the morning. (9:00am to 12:00pm noon)

2. Call the head in the afternoon. (1:00pm to 5:00pm)

3. Call the head in the evening. (5:00pm to 7:00pm)

4. Call the head on the weekend (9:00 am to 7:00 pm Saturday and Sunday)

5. Go outside and the door slams the lead.

6. Send “I miss you!” card in the lead.

A top salesperson will touch/process a lead at least six times before the lead is exhausted. You make 1 phone call in the morning, another phone call in the afternoon and another day call in the evening. Do you think your sales job stops completely at 5:00 p.m. because then your boss closes at night? Stop complaining, drink an energy drink and splash some water on your face. The second shift starts at 5 p.m. and runs until 7 p.m., so be prepared and on the phone when your clients can focus on you in the evening.

Now you can try one of the top million dollar sales strategies people are using. They are sold on Saturdays and Sundays. If you sell B2B, you should know that small business owners live, eat, and breathe their business 80+ hours a week. Even if the sign on the front door says closed, knock on the door anyway (loudly) and wait 5 minutes to see if someone answers. You can always swipe your sales flyers and personal note to the night watchman/security guard to put on someone’s desk. If you’re selling B2C, your goal is to drive to someone’s house in hopes of catching them. You might get lucky and find them watering the roses, watching a movie or reading a novel, but you have to make the effort and try to book a date a week or run a sale.

Call your potential customers

You will need 12 red, 12 yellow, 12 orange and 12 pink pocket files and a black permanent marker. If selling by location, mark a red pocket file, IE, “Memphis – 38002 New Lead-Call Morning” as the title. In a yellow file, create a label that says “Memphis – 38002 New Lead-Call Afternoon.” In an orange file, “Memphis – 38002 New Lead-Call Evening.” In a pink file, “Memphis – 38002 New Lead-Call Weekend.” See the pattern? Make sure you keep the sets of cities or zip codes in order one behind the other.

Go outside and knock on the door

If your sales calls are currently not working, turn to good old fashioned door knocking method #5. Make a simple manila pocket file and label it “Memphis – 38002 New Lead-Door Knock”. Make sure you have all your notes on each lead current and up to date. There should be a line note of the date and time of every morning, afternoon, evening and weekend call made to the principal written on the paper. Now, some sellers will label these as morning or afternoon door knockers, so decide if you need that detail. Other than that, make the effort to visit the candidate face-to-face.

Send “I miss you!” Card

At your local thrift store, rummage through the greeting card packages until you find ones that are empty inside. It’s probably about a dollar for 12, so get 60. Be sure to get the ones with colored envelopes so they come out like a pain in the mail. People open colored envelopes first and if it looks like an invitation that inspires curiosity.

Your handwritten message should be about saving them money, saving them time, or making them smarter. It should inspire them to contact you urgently. You must handwrite the address on the envelope. Don’t stick to a pre-printed label.

“Mr._____,

I tried to reach you. The new Widget 2000 will save you hundreds of dollars every year and I have it for you! Call me as soon as possible to get it in your hands and reduce the cost of production!

Regards,

Your seller

Phone number to call anytime”

The Exhausted Lead

Don’t throw away this lead! Make yourself a storage box with hanging files by city or zip code. Put an “Out of Stock-Month-Year” tag on the hanging file. Optionally, you can put a “Revive-Month-Year” label on the envelope and make a note in your mail calendar to see them again.

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