Talismah Hair Color, Body Shape, Family Members, Father, Mother, Brother, Sister, Marriage and Affairs

is a salient question. Who knows how many, but I bet there are a lot. Whether a small company or a large one with a sales force, the leads that are always best are the ones that are easy to close. But what about the prospects that were reached but never closed? They are in an abyss - The Unclosed Sales Lead Abyss, technically speaking. What are you doing to follow up? Are you following up? Do you have a fixed idea in mind about some time frame that those leads then become dead? What does it cost you to get that lead? LetÆs look at a hypothetical analysis: ò Postcard marketing experts will tell you to send out 5000 postcards. ò It costs you $2000.00 to send out those postcards. ò Say you do that and you get 50 calls; ò That is $40.00 per lead. The Return On Investment (ROI) of this example is as followsà ò You make $2000.00 off of every close. ò You close 20% out of those 50 calls (10 sales). ò You made $10, 000 less the 2GÆs for the postcards = $8000.00. That is decent Return On Investment (ROI), but what about the 40 leads that never closed? That is $1600.00 sitting out there on table, spent with no return. Now ask yourself, how many of your leads donÆt close per month? Take that theoretical situation and multiply $1600 by the other 11 months. That is a chunk of change that you are basically blowing. DonÆt get discouraged. Getting educated in marketing and determining your ROI is a major step in the right direction. Great ROI is what you should be going for, but donÆt stop there. There is more to sniff out. So, what are you doing to get all of those that initially reached for your product or service? How many phone calls do you make before you decide that a lead is ôunclosableö û zero, two, three? Did you leave a message on their voice mail and they didnÆt call back so you dropped them? Most likely a one-man-band or a two to three-person operation is working harder than a sales force in following up on their leads. How many in a sales force are simply cherry picking their leads, so to speak, and not closing or following up with the rest? How many of these dropped leads do you have built up? Can you see the waste? You need to follow up. Even if you didnÆt get the ROI you anticipated or needed, you still need to follow up. But how? More specifically, what kind of campaign should you do to get even more ROI? Good question. HereÆs the answer. First of all, realize that these prospects reached for you, your product or

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