EVICT THEM…if you owned a rental property and one of your tenants wasn't paying the rent, how long would you let them stay for free? How long would you let them take advantage of your good nature before you kicked them out? It's a pretty simple question to answer… as the joke goes, it's only a rental property if they are paying rent! If they aren't paying rent then it is a "squatter's property". It's highly unlikely that you had that in mind when you took them on as a tenant, right?
Sales Leads should be treated the same way. Your definition of a sales lead should be… "a prospective client who will buy your product/service in a reasonable period of time". The length of time can vary but in most cases a reasonable target is 30 days maximum. Any prospect who abuses that definition should be evicted!
Here is your ACTION STEP…too many times Salespeople fall into the trap of forgetting that your leads are like tenants. Sales Leads should pay you rent! Consider this: your time is the same as a rental property. Your time must generate income. If a particular lead is not going to pay rent in the foreseeable future then you should evict them… stop giving them "free tenancy" of your time. Here's some examples of unacceptable tenants…
1. Can't make a decision (even when you provide exactly what they want)
2. Don't respect you or your time
3. Are not motivated to buy
4. Haven't got the money!
5. Make unreasonable demands
6. Blame you when things don't go their way
The curious thing about Sales is that the sooner you evict the bad tenants the better off you are. They are "time vampires". Be very strict with who you allow to occupy your time. If they're not going to pay rent in a reasonable period of time, kick them out! Replace them with someone who will pay rent. You're not in the business of letting people "stay for free". Be strong here, your time is your most valuable asset. Don't let anyone take advantage of you, no more "squatters". Replace the bad tenants with good ones… there's lots of them out there, you have found them before and you can do it again. Check your list right now… do you have any leads you should "evict"?. NO Excuses.