Medicare Café - Taking Action on Leads
To wrap up all these leads blogs, we thought we would answer the top 3 questions we get on leads.
Should I be buying leads?
If you are having trouble keeping your prospect funnel full, then yes. How do you know if your prospect funnel is full? Focus on appointments and not sales.
Example: If you are looking to have 12 new sales per month, and you have a 15% closing ratio at appointments, you need to have 80 appointments per month.
Do not forget that leads should be supplementing your current marketing efforts. The leads you are buying should not be your only source of new prospects.
Which leads should I buy?
What kind of leads do you want to work? If you have no desire to sell over the phone, then do not buy telemarketed leads unless they are pre-set appointments. This also works the opposite; if you are looking to only sell over the phone, then do not buy leads that would have an expectation of a physical appointment.
If you are investing in leads, then make sure you are going to put your maximum efforts to maximize your return on investment (ROI).
NOTE: It is important to track your cost-per-acquisition (CPA) to make sure the lead method(s) you are using are producing a profitable source of sales.
How do I start?
- Step 1 – Go to our leads page CLICK HERE and look through what lead options there are and choose which one you want to work.
- Step 2 – Call the vendor and talk to them. They want you succeed as this will produce recurring orders. Many vendor’s have resources and best practices on their websites.
- Step 3 – Plan how you are going to work the leads. How many attempts are you going to try when working these leads? What do those attempts look like?
- Step 4 – Order leads.
- Step 5 – Work your plan.
BONUS: Why most agents fail at working leads
Many agents skip step 3 above. They simply order leads and wing-it when working them. The agents know they need to contact the lead numerous times, but they don’t know what that looks like, which causes hesitation that leads to inaction. Then they blame the leads for not being “good”.
Mapping out your process can greatly reduce hesitation and inaction. This is how salespeople produce results.