ONE-WAY INTERNET LEADS… ever get an Internet lead that you respond to… you might even put a significant amount of time into answering their question… and never have it go anywhere? The other end of that lead just goes dead and that prospect never gets back to you? Of course you have, it happens all the time. Some Salespeople get a lot more business out of the Internet than others. What do they do differently?
Consider this scenario… you go into a doctor's office with an ailment and the receptionist immediately hands you a clipboard. On the clipboard is a questionnaire that you must fill out, sometimes it's quite lengthy. The nurse says, "Please answer the following questions and then the doctor will see you". There is no option here… you can't say "I don't want to fill this out, I just want to see the doctor. I expect to be looked after without providing any information." Of course that's ridiculous, it would never happen because the doctor would not see you. Give them what they need to know and they will help you out. Otherwise you'll be waiting a long time!
Here is your ACTION STEP… the best Salespeople operate the same way as the doctor. It is a two-way street. "No tickie, no washie". So what are some guidelines you might follow to make your Internet leads more productive? Take this approach:
1. When an Internet inquiry is first received, always answer their first question (without too much labor, don't spend too much time initially)
2. When responding always ask for a phone number
3. If they don't provide a phone number on their subsequent inquiry, ask for their # one more time
4. If they do not provide a telephone number as a result of your second request, stop responding!
5. Do not work with people who do not want to work with you. Be like the doctor. Otherwise you are wasting your time
The dilemma some Salespeople come back to me with is… "Yeah but Bruce, I got a deal once because I hung in with them and eventually they became my Customer". My response is that while I am sure this is true, reality has proven the following truism… you will lose a lot more business chasing rainbows than you will looking for people who are prepared to work with you. If they don't respect you and the way you do business, don't work with them! Internet leads can be highly profitable. Don't ignore them. Be conscious of the fact that statistics show at least 95% of Internet inquiries go nowhere. If you can't get their phone number then move on (their Internet address is not enough). There's lots of people out there who need what you have to offer. NO Excuses.