No matter how many audiences I’m in front of, it seems like everyone has the same concern.
It’s all about leads, leads, leads!
Audiences ask me, “Where can I get them?” or “How can I get more?”
Everybody wants to know how they can generate more leads.
I am a firm believer that you just need to build, harvest, and convert the ones you have.
Remember, it costs six times more money and time to generate a new lead than it does to talk to somebody in your pipeline.
So, keep that in mind as I tell you about this lead generation strategy…
It’s amazing how many times a pit bull personality will go out and call on people without ever calling them back. All they hear is “not interested” and the pit bull salesperson is out the door.
It seems like they forget the rule:
Just because you’re ready to sell doesn’t mean they’re ready to buy.
However, if you can maintain some follow-up and follow-through, you may eventually get the sale.
This strategy doesn’t involve generating new leads. It’s more about reviving the previously dead ones.
So, how do you go about reviving leads that said no?
It goes to your follow-through and frequency of interaction.
What systems do you have in place to keep in touch with prospects that said, “not right now?”
If you don’t have any, you’re leaving a lot of potential money on the table.
So, get out that list and set up a system.
Use newsletters to reach out to prospects or let them know about upcoming webinars. Try to schedule callbacks to follow up with them and see if their situation has changed.
You just need to put a system in place to stay in continual contact with all the people on your list.
Facebook and other forms of social media make staying in contact a little easier. But, don’t rely on social media alone.
Why?
There are 100 other people vying for space on Facebook, too. You have lots of competition for their attention.
Instead, try to couple your social media posts with other strategies like a newsletter blog. Post something on a regular basis and keep them informed.
If you keep that up, there will come a day when they’re ready to buy. And, you’ll get calls out of the blue!
But, you must maintain a system of follow-up and follow-through for that turnaround.
