BK's TWO LAWS OF SALES…a major part of selling is effective Lead Generation and Lead Follow-up. One without the other results in mediocrity. If you get really good at both you are pretty well guaranteed a highly successful career in Sales. One + One = Great Results! The key is to have a solid understanding of two laws….BK's Law of Lead Generation and BK's Law of Lead Follow-up.
Here is your ACTION STEP… take a look at these two fundamental Sales Laws:
1. BK's Law of Lead Generation states that "the quality of the leads generated increases in direct proportion to the number of contacts made". Why?… Because the more contacts you make, the quicker you throw away the weak leads and keep the strong ones. Conversely, if you don't make very many contacts, you compromise by settling for poor quality leads. Mistake #1..
2. BK's Law of Lead Follow-up states that "the results received from your lead follow-up increases in direct proportion to the frequency of your follow-up". Why?… Because the more frequently you call your leads the more likely they will result in sales. Conversely, if you follow-up infrequently, the greater chance they will go elsewhere or change their mind. Mistake #2.
Hmmmmmmmm…think about these two Fundamental Laws of Sales. Are you making enough contacts?…&/or…are you following up frequently enough? Have a look at your business, make sure you "plug both these holes". NO Excuses.