My checklist to troubleshoot and increase lead contact rates
You're probably frustrating your leads right into the unresponsive status
“They filled out a form asking for mortgage rates; why won’t they answer my call?”
Honestly, it’s probably you.
(Or, the pounding dialer culture we have created in our industry.)
Most customers on the other end of that lead data filled out that form, hoping to get more information or maybe even schedule a call (at their convenience) to ask a few questions.
Very few of these folks want to hop on a call with a highly caffeinated sales agent within 10 seconds of hitting the submit button.
Of course, it’s hard to design a process that feels natural and calm to the customer but also gives you the intensity you need to maximize contact and conversion rates.
Dumping thousands of leads into a predictive dialer and flipping the switch is a much easier sales and lead management process to build and manage. Depending on your definition of success — it works.
Trust me; I’m not judging. I have done this.
The boiler room sales operation is not fun for the customer, demotivates and burns out your sales team, and is risky business on the legal and compliance front.
In the current market environment, I’m spending most of my time on revenue operations strategy — yielding more production from sales and marketing operations.
One of the secrets to my success in consistently bumping up production is increasing contact rates and keeping more of the sale pipeline active and engaged.
Here’s my gift to you this Saturday morning:
My personal checklist for maximizing contact rates and your active pipeline.
Note: As a little experiment, I turned on comments in this Google Doc. So, feel free to comment, add advice and insight, and ask questions. I’ll do my best to answer and continue to improve and refine this resource based on your feedback.
Bill
P.S. I don’t normally open my calendar to free strategy calls, but I know this is a tough time, and you can feel like you’re on an island trying to figure this stuff out. If you want to spend 30 minutes talking through your current situation — schedule a time.
Wow what a tremendous thorough resource.