Smart Tactics: One of the teams I’m personally working with right now was having trouble getting leads in their pond to respond. They have about 30k leads in their system currently. Some of the agents were regularly working the pond…making calls and sending messages. However, they were complaining that they weren’t getting many responses, and they felt like their efforts were a waste of time.

I’ve been in sales off and on for 30 years now and, after having built and run several sales teams, I know that there are a lot of factors that go into determining the success or failure of sales reps in converting leads. When it doesn’t go well, the sales people usually just blame the leads. But as a good manager, I know better. If you aren’t getting the results you want from your leads…you probably aren’t following a good process, and/or you don’t have good scripting to convert them.

I reviewed the agents’ processes around how they were reaching out, how frequently, how intensely, and what they were writing in their text and email messages.

What I found is that the agents were dipping into the pond randomly. They would spend too much time analyzing the previous conversations or the lead’s activity before making a call or outreach. Then they would only make 10-20 dials usually per day because their process took too long. Additionally, during the next lead gen session, they would look up and attempt to contact an entirely different set of leads. So most leads only received one random phone call and maybe a text or an email, but not consistently. One random phone call out of the blue once every 30 or 60 days will not give you good results.

Once I discovered how inefficient their sales process was, we changed that to a 3 touch intensive method. The new process would be to call, then text, then email the same lead three days in a row. We also improved their messaging, so that the leads would actually respond and not continue to ignore their bland sales messaging.

The result?  They tripled the number of great lead conversations they were able to get and started booking buyer and seller appointments DAILY from the same group of leads they were claiming were dead.

If you aren’t getting the results you want…you need to change your process (and probably some of your messaging).

Smart Offer: If you want to know where the bottlenecks are in your business, or why your team is failing to convert your leads…grab a time on my schedule here to do some troubleshooting: https://calendly.com/sis-sales/30-min-dale