A 2009 CSO Insights survey reported that senior sales executives rate just 35 percent of leads as “good” or “excellent,” and 65 percent as “average” or “poor”. But how can you fill your sales pipeline with qualified leads?
Identify all of your leads.
Separate and focus on your warm leads, nurture the average leads and eliminate the poor ones. 3 types of leads:
As a business owner, whether you choose to develop your own sales team or outsource a lead generation company, wanting to generate high-quality leads is necessary to the success of your business. Implement multi-channel marketing and reach your prospects through multiple channels can help boost your leads.
According to a recent study by Ascend2, 70% of B2B marketers want quality leads rather than having too many leads in their pipeline. So don’t drown your sales reps with unqualified lead. Instead, only include high-quality leads in your sales pipeline.
Oh oh! Is he really not interested? Should I end the call or probe some more? Is it worth it for me to call him back?
For almost 10 years in sales, it takes at least 8-10 call attempts before reaching prospects. But 44% of sales reps usually give up after the first attempt. The study shows that 80% of closed sales usually happen after the 5th attempt but only 10% of salespeople make 5 call attempts.
You might think there’s a chance in 6 months. But sometimes, this objection could also mean that they’re really not interested. Although some are genuine and have a possibility of doing something in 6 months’ time 80% chance is they simply want to get rid of you.
TIP: To know whether or not they have plans in 6 months, you can ask, “When can I call back?”
Sales reps hear this all the time. This objection also means, “I’m not interested, please leave me alone.” Sure this sounds nicer than “We’re good. Don’t bother calling me again.” but they all mean the same. There’s no way you can close a deal with this prospect.
TIP: What you can do? Nothing! Offer to send information for future reference and check back again after a month or two.
This is the usual response you’ll get from decision makers if they want to get rid of you. They know that professional salesperson was trained to respect their time. Whenever they say, “they’re busy”, hey know that a salesperson will end the call right away and will call back some other time.
TIP: To make sure of their availability on your next call, ask, “When is the best time for me to call back?”
“It’s not a priority right now”
If what you’re offering ISN’T a priority to your prospects, then it means that something else IS. There are other issues that they need to find a solution first.
TIP: Uncover their pain points and link your solution to addressing those. It may not be right now but there is a very good chance that they will soon be a paying client.
“We don’t have the budget right now.”
I’m sure every sales rep experienced this kind of objection at some point. Discussion about the budget is very sensitive. Although having no budget means they are not going to do anything, you can turn this discussion to your benefit.
TIP: No need to discuss the budget in details. You can say, I don’t expect you to consider spending money right now. Then determine whether your products or services can help solve problems and issues within their organization.
This is the most common objection and I still get this one a lot. Regardless of the reason why the decision maker doesn’t have time, this objection also means he wanted to brush you off.
TIP: Reevaluate your opening spiel. Ask yourself, Do I sound like I’m going to need too much of his time? Did my introduction take 30 minutes? Take note that the introduction and the opening spiel should only take around 5-10 minutes.
Sometimes, learning to let go for is easy. But before doing so, make sure that there really is no opportunity. Who knows, you won’t close the deal now but these prospects could be a potential prospect in the future. What can you do for now? Nurture them and call them back when it’s the right time.
In a competitive business world, the company to reach the prospects first wins. All you need to do is to develop a plan on how to do it. For over 10 years of experience of doing appointment setting campaigns, not just in Australia but all over Asia Pacific, I found out that there are 3 different types of prospects.
Prospects that are interested
Prospects that are not interested
Regardless what type of business you’re into, generating appointment plays an important role in your company’s revenue. Every region has different culture and how you do appointment setting campaigns is different.
If you are to call Australia, how do you plan a strategy that works? Here are our appointment setting strategies that you can use for your next campaign.
Best days and times to call
According to the Fax Marketing Industry Standard found on ACMA website, it’s best to call on the following times.
Weekdays: Between 9AM-8:30PM
Saturday: Between 9AM to 5PM
Sunday: Between 9AM to 5PM
Other Telemarketing Calls
Weekdays: Between 9AM to 8PM
Saturday: Between 9AM to 5PM
Sunday: No Calls on Sundays
NOTE: NO calls should be made during National Public Holidays such as New Year’s Day, Australia Day, Good Friday, Easter Monday, Anzac Day, Christmas Day and Boxing Day. This includes a day given in lieu of one of these public holidays.
Australians are very particular with time, so make sure to call on the scheduled date and time discussed during your initial conversion.
Evaluate and plan what to discuss and what questions to ask before making a call.
Professional sales people have skills and are good in setting up appointments. But how you handle your prospect is important in order to deliver results. So use these appointment setting strategies when calling Australia. It helped me increase my sales and I hope it will do the same for your business..
So how do you handle your marketing plan today? Comment below.