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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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Tweet: @datadotcom #jigsawcontacts
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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
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