subject: How To Strike While The Iron Is Hot [print this page] One of the worst things you can do in business is wait. One of the pitfalls that many people succumb to these days is not acting on a lead when they first receive it. Leads are not meant to sit on a desk or a bulletin board; they only work if you act on them right away lest they fall into the hands of your competitors.
Try to look at the situation through the viewpoint of the customer. Few shoppers will make a purchase after investigating a single source. Most people look at their options and try to make the best decision based on their experience. If you do not act on a lead, you can be sure that another company will.
If someone within your professional circle gives you a qualified lead, it is highly reasonable that the customer on this lead has made several people aware of their interests in a product or service. This would mean that their name and phone number is being passed around in more than one professional circle.
It is extremely important to understand the limited time a lead has. When you receive a lead, dont put it aside, or tack it up on a board. Pick up the phone and call them right away. Make that contact!
By not acting on a lead, you have two things working against you. One, you are allowing for your competition to get the jump on you. And two, you are giving your potential customer an opportunity to seek out somebody else to provide them with the product or service they are looking for.
I think the message here is clear. This is an example of what not to do with your leads.
Here is an example to clarify the message. Imagine someone who was part of a networking group, and received a lead at each one of the networking events. He would come back to the office, take the lead and pin it up on his tack board as part of his to do list. After a few days of collecting leads, he would pull them off the board and call the customers to follow up.
At this point, the customer tells him that they were no longer interested because they had already begun working with someone else.
By letting a hot lead sit around and cool off, you are guaranteed to lose that customer.
Keep in mind, when someone gives you a lead, that someone is most likely giving your potential customer feedback. So that potential customer will have your name, and know when the lead was given to you.
I dont think your customer would appreciate a phone call three to five days after you have received their information. Even if they are still on the market for your product, you will not be off to a good start.
Leads were meant to be acted on. So the next time you receive one, dont hesitate, stop what you are doing, and contact that person. Good luck.
