Understand the Value of Your Leads

Posted by on February 4, 2009 in Marketing [ 0 Comments ]

Many businesses and salespeople concentrate all their energies on the really “hot” leads – the people who want something right now and are willing to pay for it now.

I believe this is a big mistake.  ALL of your leads are valuable.  Just because they aren’t customers yet, doesn’t mean they won’t become one later on when their circumstances change or their need is more acute.

There are many reasons why prospects may not be willing to engage your services immediately:

  • they are dealing with more pressing things at this time
  • they do not have enough information about your product or service
  • they are not ready to make a decision
  • they do not yet feel comfortable or trust you enough yet
  • they are comparing information from other companies and trying to determine the best choice for them

By following up repeatedly with prospective customers, you have a better chance of getting the sale when they are ready to buy – because you’ve remained top-of-mind by providing valuable communications with them.

When you keep in contact with your leads – warm or cold – you are sending them a powerful message: that you believe they are important and worth cultivating a relationship with – even if they haven’t bought anything yet.

So be a smart marketer and treat all of your leads – wherever they are in your marketing funnel – with the same level of respect and importance.  Remember that today’s leads are tomorrow’s customers.

If you are a business looking to grow your lead volume, consider Resource Nation’s vendor program.

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