Qualified Leads

Successful salespeople are able to qualify their leads. Making sure you know the best sources for leads can be a turning point in your sales career. Most leads start from cold calls and then from your network of friends and family. Cold calling will produce leads they will just be a much smaller percentage. Friends and family will be able to direct you to the best outlets. I have found that the best leads I have ever received have been through direct sales calls and referrals. I have had to go out and shake hands and make the phone calls . Leads will never come to you. I have signed up for several lead generators and they have never out performed my own calls and referrals. To encourage referrals I simply ask customers if they are happy with the service to tell someone they think could use it. I try to encourage communication between each other. I provide them with referrals and am provided referrals. Your clients will become your biggest advocates if you let them.

Setting Goals

Last night I made 193 calls. I talked to 44 people, 3 hung up, 30 were not interested, 12 were happy with their current provider, and 1 person was interested. That is an incredibly low average for conversion. I have walked out with none so I was happy with one. I am not going to push or be overbearing because that does not build long term sales. I did however set goals, and try to manage my expectations. I have one more night of cold calling trying to convert to sales. I am planning to make 200 phone dials and provide 2 leads.
I had a discussion with my boss who said he is trying to set goals for the upcoming year. He has been in sales for two years, and is below his expected projections for the coming year. He is the sole provider and has two children. He has to meet his sales goals. The only advice I would have for him would be to put himself out on the limb. You have to have something out in the open to make something happen. He has taken a fairly conservative road and needs to bring in some large sales. The only way I can see him doing that is really putting himself out there.