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Don't let bad leads suck the life out of your business!

by Article by Rachel Begg Rachel Begg | October 28, 2013 at 10:30 AM

Don't let bad leads suck the life out of your business!Bad leads are a waste of time. They waste your time and they waste the client’s time. If you have new sales members on your team and they are saddled with bad leads, the morale of the team can go down. If you have wasted time with bad leads you will waste time when you could be turning a profit. This season, ask the right questions and use progressive profiling to reduce bad leads.

Getting to Know Your Leads

Progressive profiling is an organic method of getting to know your leads. When people are online searching through your blog or on your webpage, chances are they are also doing a million other tasks. If they are interested and can click a simple link or enter just a bit of info, they may be happy to hear more from you. However, when the link is too complicated, there is too much info to fill out or the person making the cold call is too pushy, the client will back off. Aggression can cause you to lose leads.

When asking the right questions and using progressive profiling to reduce bad leads you are taking small steps to make a big contacts. Such steps to progressive profiling include:

  • Request only the basics from the client at the initial meeting.
  • Keep the fields of information required to less than three. 
  • Ask about the demographics of the client as the relationship builds. 
  • Show you are the expert to build trust. 

Progressive profiling asks the client to come to you. This removes the pushy sales aspect. You are showing in your marketing and content that you are the expert, you have what they need, there is immediacy and there is a benefit. Let them dip their toe in the water and then reel them in slowly.

How May I Help You

Everyone has been in a store when a salesperson comes over and says, “May I help you?” This is an immediate turn off. This is a bland way of making a sale. You have to be asking the right questions and using progressive profiling to reduce bad leads. The questions you need to ask include:

  • What is the client lacking in their business?
  • How soon do they want to make a change? 
  • What results do they want?

When you know the answers to these questions you can tailor your pitch to your client. Show them that you will be able to provide the service they are hoping for. If you know what to listen for you will know how to sell.

Generate Positive Leads

The leads you have developed will help move you to the next level of business. As everyone can tell you, a good lead will generate more leads. Do not think of asking the right questions and using progressive profiling to reduce bad leads as hard work. Instead, think about it as the foundation you need to rise through the ranks of business with confidence and with ease.

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