| Sort Leads For Maximum Conversion |
 Did you realize that your sales cycle starts way before your prospect finds you? Thanks to Internet searches and keywords, consumers know they can type in a few words describing a need and get hundreds of possible answers. Even prospects that don't go online first have been influenced by others to expect
Did you realize that your sales cycle starts way before your prospect finds you? Thanks to Internet searches and keywords, consumers know they can type in a few words describing a need and get hundreds of possible answers. Even prospects that don't go online first have been influenced by others to expect choices. It started with "Have It Your Way" and has permeated the collective consumer psyche to expect that "someone out there has exactly what I'm looking for." Unless you are the only business like yours on the planet, you need to answer to these demands. That puts the lead sorting responsibility in your court because eventually, you will only have time to work on those who exhibit serious buying signs. Name Your Sales Cycle - If you can't articulate the exact steps a prospect takes to convert to a client, you're not alone. Many businesses assume they have a set process, but when questioned glaze over. Look at your last dozen new clients and determine how they found you, what steps they took before contacting you, the process you take to convert them and what went on before they became your client. This should also include a time-frame for each of these, so you know how long your sales cycle is. Usually, the more complex or expensive a product, the longer the sales cycle. Get in Your Prospect's Head - Before, during and after your sales cycle your prospect is experiencing a series of thoughts before they buy from you. It always begins with a need and questions, evolves into more specific questions and objections and then conviction that your product can do what they need. It's very important to flush this psychological process out. This is one of the areas where do-it-yourself-marketing doesn't work. Very few marketers have this gift (or affliction, as my friends tend to point out.) But, if you have the ability to empathize and be ruthlessly objective about your product you could get it. Another way is to ask clients a lot of questions about their decision making process before they decided to work with you. Sort & Process - Not every prospect is ready to buy immediately. Most are in one of the stages above. So, you need to respect their place in your sales cycle and create systems that move them along - without a lot of your intervention. Automated systems apply to lead management. In a recent survey I did around lead generation, very few ranked "Managing Leads in Process" as a problem yet most didn't have systems in place. How is that possible, unless you are generating so few leads that it's manageable? If you've truly mastered lead generation, you will hit the wall with how many leads you can manage without a system. Prospects will inevitably fall through the cracks. Build your church for Christmas, as some say. You need to plan for too many leads now, because when you have too many leads - it's too late.
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