3 Major Reasons For "Bad" Sales Leads
You can possess the best product or service in the world and your business is doomed to fail if no one knows about it. Doomed to join the vast number of startups that crash and burn within their first 5 years.
Those with the most converting leads win. Simple.
If you generate and convert more leads into customers, but still possess an average product – you still win in business.
But I still hear from a few prospects and clients, “Yeah, but we have bad leads.”
Three Major Reasons For Bad Leads
No. 1 - Your targeting is off the mark. You’re either buying leads from companies who have zero care what they call a “lead.” What they call a “lead” is pretty pathetic.
Potentially, your ads are targeting the wrong audience.
Truth be told, getting the audience right and getting the right message to them can take a lot of testing, study, and patience. Any marketing professional, including those with an MBA from Harvard, will tell you that continual testing is a vital strategy and practice to succeed in marketing.
“Never stop testing, and your advertising will never stop improving.” - David Ogilvy
No. 2 - Poor or no follow up. Truth be told, the fortune is the follow up.
If you are not following up with those leads, immediately and continually, with phone calls, retargeting ads on social media, emails, content, and even personal visits, then the vast majority of your leads will be “bad.”
Better engagement = more leads converting into customers.
How diligent you are in your follow up determines the success of your marketing and sales campaign. Those businesses with no operational CRM and follow up processes in place are wasting 90% of their leads.
This is a bigger factor that most businesses realize. They expect a new lead to just walk in and buy. Are you kidding me? Prospects get distracted in life, forget, get better follow up from your competitors, or just get the feeling that you don’t care that much.
As a result, they don’t convert and you develop this misguided idea that your leads are bad. Weak follow up results in weak sales. Period.
No. 3 - Your sales team utterly sucks at closing. Selling and closing are different skill sets.
Salespeople who cannot close, who are afraid to ask for the money or for the contract to be signed, will inevitably blame the prospect, the economy, or Congress, etc.
Ever watch the movie, Glengarry Glen Ross? It’s a famous movie about jaded sales people who blame their lack of sales on the prospects, the leads, each other, and “I’m just having a bad streak lately.”
Unfortunately, the majority of business owners and managers buy their bull crap. A deep, underlying factor for poor closing is that these managers and owners do not train their salespeople to become true closers.
I recommend that you purchase and implement Grant Cardone’s book, The Closer’s Survival Guide.
_____________
Edwin Dearborn is a bestselling author and CEO or Premiere Lead Systems
Articles from Edwin Dearborn
View blogMore than 30 million companies use LinkedIn for business. I can say with 100% certainty that your ne ...
You can buy attention with advertising. You can beg for attention from the media to give you free PR ...
I listened to an amazing podcast last night with The New York Times bestselling author, Simon Sinek. ...
Related professionals
You may be interested in these jobs
-
Full-Time Warehouse Associate
Found in: Lensa US 4 C2 - 1 day ago
Craft Kingston, United States Full timePay Rate: $21.50/hr with overtime potential · Hours: Sunday - Thursday, 6 PM - 3 AM · What will you do?Pick products throughout the warehouse · Build orders to be loaded on trucks and delivered to retailers · Load and unload trucks using ride-on pallet jack and forklift (we w ...
-
Caregiver for Yorkshire Terrier
Found in: Handyman CS US - 27 minutes ago
Direct apply
beBee Handyman Bonnie, IL, United States FreelanceI am in need of a Dog Caregiver service with the following characteristics in Bonnie, IL:How many dogs need to be taken care of? · 1 · Age, weight, and gender of the dog · Age: senior (10 or more years) · Characteristics of the dog(s) · Spayed/Neutered · Breed of the dog · Yorksh ...
-
Sr. Regulatory Affairs Specialist
Found in: Lensa US 4 C2 - 2 days ago
Teleflex Osseo, United StatesExpected Travel: None · Requisition ID: 9845 · About Teleflex Incorporated · Teleflex is a global provider of clinically effective medical technologies designed to improve the health and quality of people's lives. We apply purpose driven innovation - a relentless pursuit of ident ...
Comments
Muthu kumar
6 years ago #2
Edwin Dearborn
6 years ago #1