Research shows that over 80% of the leads generated by marketers end up getting lost, ignored or discarded. Don’t struggle to find new leads for your sales team - there is a lot of gold still to be mined in their own company. What may have been a dead or unwanted lead to one person – could be gold to another!
Dig out the sales leads from past and future trade shows. They’re no good collecting dust in someone’s desk. What about proposals that never panned out? What about business cards sitting in your desk – can any of them be converted into prospects? Go back to clients who have dropped off your radar and re-establish contact.
Go for the gold
Meet with your sales team and after you’ve sorted through the leads, renewals and business cards see what information you can capture – Contact names? Email addresses? Mailing addresses? Phone numbers? Then prepare a plan of action that could include any or all of the following:
• Email them a special offer.
• Mail them something nice – a pen with your name to sign their next application.
• Mail them something silly with your brand and phone number on it.
• Give them a call on the phone to reconnect.
• Visit them in person with a nice gift.
What to promote?
• Let them know what’s new at your firm.
• Email or Mail them a series of product postcards reminding them what your firm offers.
• Send them a copy of the ad you recently ran in a trade journal with a quick note to call you.
We’ll bet there is a lot of opportunity when you dig through those old leads! Good luck!
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