We’ve just crawled out of one of the toughest patches in business that any of us can remember. Thankfully, things seem to be stabilizing and even slowly beginning to grow again. However, every opportunity will be harder fought – tougher to find, tougher to close.
Yet, I see the cardinal sin being committed – A lack of priority follow-up on business leads.
In this fragile recovery, you must execute strong follow-up – no – Ferocious follow-up.
In his fantastic sales blog, Sales and Sales Management, I recently discovered this post from Paul McCord in which he explains that he has experienced the same. He says, “…A quality lead has a very short shelf-life—whether we’re talking about the retail situations above or a long sales cycle, sophisticated product or service. Someone–you or your company–has paid good money to get the phone to ring, to get a lead card mailed back, or get a form filled out on the internet. Every minute you wait to contact a prospect is a minute you’re giving the competition to close the deal before you even get there…”
Get Ferocious. You competitors are!