3 Steps To Qualify Leads & Decide How To Follow Up With Them In Less Than A Minute @erikluhrs for...
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3 Steps to Qualify Leads and Decide How To Follow Up With Them In Less Than 1 Minute Presented by: Erik Luhrs Jigsaw Thought Leadership Webinar 6/21/2012
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Leads can come in from any number of places. Don't waste time on dead ends, and definitely don't mistakenly eliminate someone who could have been your star client! What if you could qualify all your leads in seconds, and also learn how to follow up with those leads in the most effective manner. Erik Luhrs will help you do just that. This webinar will cover: * The one question that allows you to disqualify prospects and never second guess yourself again * The one trick that will always help you be motivated to do whatever type of follow up is needed * One obvious thing - right in front of your face - that you're ignoring that causes your lead qualifying to be too long and often wrong Presented by Erik Luhrs, who is known as "The Bruce Lee of Sales." He is the creator of The GURUS Selling System(TM) and the author of the book BE DO SALE. He is the only expert in the world on Front-Loaded Lead Generation(TM), Persona-Positioning(TM) and Lead Generation Message Linguistics(TM). Erik works with elite companies, sales teams and consultants to help them increase their volume of qualified leads, while also cutting their sales cycles in half and doubling conversion rates. He is also a Master Practitioner of NLP, and certified in The Silva Method and Accelerated Learning. And he has been featured by Selling Power, Entrepreneur, Fox Business News, Sales Gravy, Focus.com, Chief Executive and BNET.
Transcript of 3 Steps To Qualify Leads & Decide How To Follow Up With Them In Less Than A Minute @erikluhrs for...
3 Steps to Qualify Leads and Decide How To Follow Up With Them In Less
Than 1 Minute
Presented by: Erik Luhrs
Jigsaw Thought Leadership Webinar 6/21/2012
Ask your questions via Twitter
Tweet: @datadotcom #jigsawcontacts
Or in the Question’s box on your screen
Do you spend more time sorting and qualifying leads than contacting them and making sales?
Do you wish leads had some kind of code so you could tell a dud from a stud instantly?
Do you struggle trying to figure out the "right" way to follow up with leads?
Erik Luhrs
WWW.GURUSelling.com
3 Steps to Qualify Leads and Decide How to Follow Up with Them in Less than 1
Minute
THANK YOU!
1 – One obvious thing that you're ignoring that causes your lead qualifying to be too long and often wrong
2 – One trick that will always help you be motivated to do whatever type of follow up is needed
3 – The one question that allows you to disqualify prospects and never second guess yourself again
How did I learn this?
They spent very little
time sorting through
LOTS of leads and
very little time
following up, and
they make LOTS of
sales!
OVERVIEW – Refer to your tool
www.guruselling.com/4etool
First
Element 2 – Qualification - Constitution
Second
Element 3 – Handling a Lead – Assignment
Third
Element 4 – Metrics - Reasons
ISSUE NUMBER
ONE
• Activity - like send an email
• Get replies
• Review the reply to see what it says, who its from, are they viable (in our opinion), research the company, etc
• Spend days or weeks following up over and over
Problems you’re not aware of
• Wasting time you can't get back
• Reinforcing bad behavior – practice makes permanent
• Completely screwing your dollar per hour/activity ROI
Why you do this…
It’s what they taught you to do
They taught you nothing and you copied others
What is the REAL problem?
• You have not PRE-built qualification and follow up into a system
- The more you are involved and guess, fruitlessly follow up, etc the more un-systematized you are
Solution?
Build a mini-system
•Choose an activity
–Sending emails
How-To • Break into all phases
– send – response – sort – follow up
• Automate sending
• Build the response levels into the email
– 3 different links depending upon interest, industry, problem, etc
• Formulate your response ahead of time dependent upon how they responded
– Send to webinar OR send to call form OR send to email list
• Ultimately you want to do this for all your tactics
BENEFITS TO YOU!
• Save time
• Can measure effectiveness of more pieces of system
• Allow people to sort themselves out more quickly
• Know how to follow up because it is already designed that way
How do I know it works? • This is probably what
you and your company do already, but in a more general way
• It's simply that this piece has fallen through the measurement-cracks
• If you’re measuring something then you already do this – If you're not measuring,
then you're really screwed up
ISSUE NUMBER
TWO
What do we normally do? • Look at follow up
list • Sigh • Pick up phone, send
email...all blah • Find something else
to distract us – organize desk – have impromptu
meeting – more marketing
Problems you’re not aware of
• Putting off sales
• You are enabling negative feelings, which makes you less effective all around
• Creating an opening for competitors – prospects like attention
Why you do this…
• Follow up is not fun
• You don't like being blown off or told NO
• Follow up feels like a losing battle
What is the REAL problem?
You are expecting a bad outcome, a non-sale, a blow off, etc
•You are creating it by not doing follow up
Solution? Create excitement through
ease and assurity • Reverse engineer
– How would you most like to follow up with these people • Design the follow up system to feed that method
• EX: You want to call only excited leads that are fully educated and have no barriers to buying? – Use questionnaires – Use videos – Use description of preferred client and their results
• These all pre-qualify and anyone who comes all way through is basically poised to buy
BENEFITS TO YOU!
• Less time
•More fun for you
• Easier sales
•Better state of mind so you are more effective
• This is the basic framework for internet marketers
• Their companies may pull in less than yours does, but I'll bet they make a lot more money than you do
• So follow the model
– it works
– that is why they do it
• And the people on their list tend to feel very connected to them - very loyal
Does it work?
www.guruselling.com/videoweekly
Front-Loaded Lead Generation
Weekly Video Training Program
BONUS First 5 people to sign up right now get a one-on-one Lead Generation Problem /Solution Session with me
www.guruselling.com/videoweekly
ISSUE NUMBER
THREE
Hold onto a business card forever or keep pushing someone forward in out CRM
Keep following up...forever
Judge them based on (imagined) potential worth of a sale...if it ever happens
Keep feeling annoyed and frustrated
Problems you’re not aware of
• Mental weight
– every “maybe” is an unclosed door in your mind
• Devaluing yourself
– their money is more valuable then your ease of work / life
• Wasting time
– chasing "maybe" VS creating YES
What is the REAL problem?
You have forgotten that you are working to live and not living to work
• You are putting professional before personal
So what is the answer?
Design YOUR qualification list
• How do "I" FEEL about them? – attitude
– passion level
– appreciation level
– belief alignment
– action orientation
BENEFITS TO YOU!
• Stop chasing money and simply stay in touch with people you like
• Release a lot of mental stress
• You can clear the deck and re-prioritize
• You are in control
• Unanswered questions / no closure – someone who broke up with
you, even though things were great
– holding a grudge against a family member who died
– angry about being taken advantage of financially and not being able to do anything about it
• Then you finally decided to let go – you feel better instantly
– you think better
– thinking better leads to better job performance, which leads to...more sales
Does it work?
THANK YOU!
Q&A
