It’s true. Every once in a while someone calls you and says, “Let’s talk.” They want to buy a house, sell a house, take out an insurance policy, invest in their future via the financial instruments you sell.
But, no matter how good you are, how long you’ve been in the business, those calls are too few and far between to make a living at it. To succeed, in good times and bad, you’ve got to get up in the morning and start beating the bushes in search of those people who need your services but just don’t know it yet.
You can get by using a manual lead management system you’ve devised especially for you—that organized chaos you call a filing system where only you know where everything is…sort of, most of the time. Or, you could do what the best brokers and agents do—implement a lead management software application to power up your performance.
Here are 5 ways to make the most of managing your leads:
1. Automate, Accelerate
Paper has it place. It’s served mankind well for thousands of years, ever since the Pharaohs put their policies down on papyrus for most people to despise. But, paper is also extremely inefficient, especially when it comes to managing and growing a thriving sales practice. Jotting notes on pieces of paper, filing them (hopefully where you can find them later), shuffling them from one sales call to the next, doesn’t make sense (or cents) when you can automate your sales calls records, connect it to a power dialer and actually manage and cultivate your leads the way you can with lead management software applications.
2. Lose the Losers
With a robust lead management software application, you’ll be able to jettison those folks who do not now, nor will they likely ever, want to talk to you. Unqualified leads don’t do anyone any good. They’re a waste of your time and the people you’re needlessly calling. Using lead management software, you can parse your call results and file those dead leads away in a safe place, out of your way, yet, still close at hand should you ever decide you need to increase your odds in some bizarre game of telephone number poker and pull a couple of aces out of your electronic sleeve.
3. Make the Most of Your Data
Too much information, you’ve heard the phrase before. And, it’s true, we are inundated with information. But some of it, a lot of it, is valuable in your quest for the next hot prospect—if you can find it when you need it. Use lead management software to mine the gold nuggets in your data. Slice and dice the information to maximize the results of your time spent slogging it out cold calling. Lead management software lets you work efficiently; act on hot leads right away and follow up on the leads you’ve flagged as warm next.
4. Flex Up, Flex Down
Use a power dialer—up to three lines at once—when you’re casting a wide net; use a single line dialer and Click to Call capabilities when you’re nurturing your hottest opportunities. The best lead management software lets you customize your sales calling process to best suit the type of work you’re doing at any given moment.
5. Organize, Optimize
One thing lead management software does better than almost anything else is give your workflow logic. Organize your calls into categories: Hot lead, warm lead, not yet, dead lead. You’ll never sell to everyone, that’s a given. But, the ability to optimize the fruits of your labor to eliminate bad numbers, remove people who are on the Do Not Call list, or who otherwise will simply never lead to a sale is time saved. Time is money. And money is why you keep showing up and doing what you do, right?
'Mojo's unique sales tool, The Mojo Sales Engine, combines both lead/list management and the industries favorite multi-line power dialer in to one, robust, extremely efficient tool that dramatically increases the efficiency and productivity of thousands of agents from all over North America. For more information, visit their website www.mojosells.com'