Let’s talk about tracking your prospects.
When I first got into business ten plus years ago, and I was actually doing sales, I would get leads then find it very difficult to keep track of them and wherever they were in the sales cycle.
I was constantly asking myself… I wonder what happened with that leads.
Many leads which come into a business don’t connect straight away. You have to do a little chasing down to get them to commit to a conversation.
You leave them a message then they leave you a message, they send you an email, and the cycle continues. If you’re getting more than 10 leads a month then it because a nightmare to keep track of them…. And ultimately they will drop through the cracks.
You try to contact them and then nothing happens after the first contact. Of course not, nothing is ever going to happen after the first contact unless you continuously follow up with them which is part of the follow up, follow through process which is part of my full Impact Sales System.
There’s certainly a lot of technology out there that allows you to track the process of getting in contact with your prospects. But it could be as easy as using a spreadsheet to track your connections.
Basically you will need to enter their name, phone number, email address, etc. Then what actions you’ve taken to connect with them.
It takes 8 -12 touches to get in contact with a prospect.
You definitely need to track how many times you have contacted them and when you have contacted them. If you lose contact with a prospect you’re potentially losing thousands of dollars in revenue … think about what the average transaction value is of a client.
For a lot of my clients that average value of a client is in the thousands of dollars. So every one of those prospects is worth thousands of dollars. When you think about it that way, you better be tracking that prospect until they either tell you to stop or they come in for a consultation.
The key is to be so thorough with your follow up that someone either tells you to stop or they come in for a consultation.
And now with the technology, I use a program called PipeDrive, check it out, I’m sure you will find it pretty easy to use.
If you have less than ten leads coming in a month, than a spreadsheet should be just fine for you..
You will want to keep track of when they contacted you, where they are in the process, did they come in for a consultation. Just all those different buckets of where a prospect is in their lifecycle of becoming a client. Because it’s in those metrics and in those numbers, that you’re going to be able to get some really good information.
There’s really two reasons why you need to be tracking this.
One is to make sure that those prospects don’t go uncalled. And two, is to track your conversion metrics.
You never know when a prospect will be ready to buy. They’ve already said they are interested, now follow up with them until they either tell you to stop or they have a consultation and buy from you. If you want to get better at sales, then it is your duty and obligation to make sure that you are tracking those prospects helping them solve their problem.
So there you go. I hope this was helpful for you. If you don’t mind, if you please just put a little comment below. Let me know how these are working for you.
All of this advice is part of my full program on Impact Selling… want to chat about how to double your sales? Schedule an Impact Call at no cost here: www.TomJackobs.Com/Impact
