You exhibited at the home show where people were impressed with your decorative concrete samples and the pictures in your booth. Most left contact information with you. Now, how do you handle these leads so that not a single one is wasted?
- Call every lead. If there’s no answer, leave a message that reminds them of who you are, why you’re calling, and a return number.
- Keep a record of your calls and the results.
- Set aside a time to go through your lead records every 7-10 days. Continue calling those who haven’t returned your calls. Leave a message each time there’s no answer.
- Update your records and don’t give up. Don’t let anyone slip through the cracks.
- Remind yourself that not getting a return call doesn’t mean NO.
- According to marketer Darren Slaughter, keep calling as long as it takes to get the lead to either say YES or say NO.
- After several tries, Slaughter says to leave a message similar to: “If decorative concrete isn’t for you right now, tell me so. Just tell me you’ll get back to me when you need it.” This usually forces an action – either a YES or a NO.
- While you want to hear YES, a NO is better than no answer at all. With a “no” you can close the file knowing you’ve given it your best shot, you won’t waste any more time and you are now free to move on to somebody who may be a YES.