Business leads are what keep businesses surviving and ultimately thriving.
Business owners to executives to sales teams regularly reap networking leads, conferences leads and trade shows leads.
Direct mail pieces are regularly sent.
The question is what is happening to all of these business leads generated by these massive efforts?In many cases, the honest answer to this question is nothing.
For example, if you attended a networking event, did you follow-up on every lead?Yes, you may have made one call and left a voice mail.
But did you call back until you reached that individual.
This is real follow-up.
One of the key sales skills necessary in closing a sale for increase sales.
Possibly, you displayed at a local trade show.
Your fishbowl was loaded with business cards.
Did you contact every business from those cards immediately after the event.
One of my colleague pre-addresses thank-you notes and mails these cards on the same night of the trade show.
In many cases, these card arrives before the individuals return to their offices.
Then, what action did you take?Did you follow-up a second time, a third time until you actually reached the person?Are you using your sales skills to increase sales? Each business card is an opportunity to build a relationship with is the second step in the sales process.
By not making a real contact with the holder of that card, you have demonstrated that you are in the business of card collection and not in the business of closing sales.