Quality of Leads Versus Quantity

[rifat28dddd]

“Nobody Answers The Phone”
I can’t speak to a group of salespeople, whether it be a keynote or a training session, without being asked for my views on which one I feel is better for prospecting.

The argument I hear is nobody answers the phone, and in the time it takes to make a few calls that don’t go anywhere, I can send an email to hundreds of people.

If it was just a game of the number of people you could contact in the same amount of time, then yes, email would win. I see that as a bit of a bogus question, though.

How Many People Can You Close?
The question should not be the number of people you can contact. The question we need to be asking is, “What is the number of people I can close?”

Leads that don’t go anywhere are nothing but a huge lithuania telegram data distraction and a huge de-motivator long term. Conversely, having fewer leads but being able to close a higher percent of them is a huge motivator.

If your game is number of leads, use email. If it’s quality of leads, use the telephone. I’m extremely partial to the telephone for one simple reason — I know on the surface it will seem it’s taking me more time, but the conversations with the people I reach are more likely to turn into meaningful conversations.

When people prospect with email, the tendency is to send too much information. The reason for this is that people believe they may have only one chance to reach a prospect, so they need to provide them with as much information as possible.

This approach can ironically do more damage to the sales process. If the person reads all the information, they may be able to make a decision without ever talking to the salesperson.

Uncover A Need By Creating A Relationship
Prospecting is about uncovering a need by creating a relationship. If this is the objective, then it’s going to require a conversation to do it— and that means using the telephone.