For a lot of people in sales, mastering the cold call and how to close are always top priorities. But most times, the same people usually have no idea what to do with their leads, much less get them to close.
You need to learn how to handle your sales leads, because if you don’t know how to do that, how are you ever actually going to close?
When you get a new potential customer, here’s what you’re going to do.
How To Get Leads Into The Sales Cycle
When you get new leads, wherever it might be, you first need to respond to that interest as soon as you possibly can.
Regardless of where the new customer is coming from, whether it’s email, online, in person, or anywhere…
Your response time is the key to keeping them focused on your product or whatever you have to offer.
IT’S SIMPLE. THE LONGER IT TAKES FOR YOU TO RESPOND TO NEW LEADS, THE MORE LIKELY YOUR CUSTOMER IS TO FORGET ABOUT YOU AND THE ENTIRE BUSINESS.
Alternatively, the faster you respond, the faster you close.
If you can respond to them within 5 minutes, that’s great. If you can respond to them EVEN SOONER, that’s ideal.
Information Overload
Besides just your response time, you need to focus on giving the customer the information that they ask for.
I see so many people every day who withhold information that the customer wants because they think that it’ll keep them in control of the sale.
I have news for you. If you hold onto information instead of giving it to your leads, you’re not controlling the sale. You’re alienating your customers.
What you want to do instead is give your client an information overload. Give them more information than they know what to do with.
THIS WAY, THEY START ASKING QUESTIONS. AND THAT’S HOW YOU GET THEM INTO THE SALES CYCLE.
For example, one of my salespeople was dealing with a really pushy customer through email. The customer did not want to be sold to and he asked my salesperson “How much is your product?”
What this salesperson did was give the customer 23 options for payment plans…
With the cheapest monthly payment going for $5,000 and the most expensive being $125,000.
After that, the customer became curious about the differences between all of the plans…
And that was the in my salesperson needed to bring our guy into the sales cycle.
Once you can get your leads to start asking questions, you can learn more about them and find out how your product can solve their problems.
Communicate With Your Leads
Once you get your foot in the door with your responsiveness and the information overloads…
You can really start flexing your sales muscles.
But besides just following up with quick responsiveness, you need to remember that as long as you’re selling…
You must communicate with your leads…
But you can’t communicate with them in the same way every time.
So many huge companies make this mistake that will kill whatever leads they have. When a potential customer logs onto their site or asks about their products, they send out just one automatic reply email.
THIS HABIT IS A SALES DESTROYER.
In sales, just like in life, communication is key. How are you going to close your leads if you can’t even get them in for a meeting?
This is when you have to get creative. There are so many ways to get in contact with your clients:
- Text
- Call
- Social Media
- You could even reach them through their assistants if they have one.
One of the guys on my sales team sends handwritten letters to clients to catch their attention.
Whatever it is, you need to be in touch with your leads as often as you can.
Remember Who’s In Charge
Once you finally get your leads in the sales cycles, you might think the hard part is over…
But what you need to remember is that your leads still need to be sold. Regardless of how much your customer knows about the product or how excited they are about what you have to offer…
IF THEY ARE TALKING TO YOU, THEY NEED TO BE SOLD.
Unless they come to you with their wallet in their hand telling you to write them up…
You still have work to do. Don’t get too comfortable.
Whatever conversations you have, you always need to be looking for ways to close. Whatever opportunity you have, take it.
Once you start working on how to get your leads to close…
You’ll be able to dominate any sale.
Be Great,
Grant Cardone
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