You know it’s absolutely crucial to follow up with a lead within minutes of him or her entering your system. But when it’s difficult to get others in your organization to take that message to heart, this will help:
Below is a story from Michael Boyette, author of the Top Sales Dog blog, that everyone in your organization can relate to. It’ll show your sales, service and marketing reps that the reaction, “I’ll get to them when I have time” doesn’t cut it with leads and prospects:
A lead is like a customer standing in line at your food truck.
You spent money advertising your location so the customer knew where to find you today.
While in line, your menu and the smell coming from your truck have his mouth watering for your product.
Then he steps up and places his order: “A double, with everything.”
Your response: “We’ll get back to you when we have time.”
Disappointed, the customer walks across the street to the nearest fast food joint to satisfy his craving.
Your customers are no different
The customer did everything you wanted him to do: He showed up. His mouth was watering. He told you want he wanted. And you let him get away — all because you didn’t pounce when the time was right.
Prospects and leads — whether they’re generated online or over the phone — are no different from this food-truck-loving customer. Make them wait for a response, and they’re gone for good.
Source: “Three Rules for Converting Online Leads Into Sales,” by Michael Boyette, MarketingProfs.com, 10/29/13.