On the flip side, if you treat your sales leads as a nuisance, or an annoying responsibility, then your revenue will suffer accordingly.
Here are 4 keys to following up on your sales leads.
1. Follow Up On Every Lead
In that case, somebody lost a sale.
You don't want to be "that guy" who doesn't follow up on every single sales lead. If someone reaches out to you, expressing any desire to purchase whatever it is that you're selling, then follow up on that lead. Period.
The fact of the matter is that you simply don't know which leads will not only convert to sales, but perhaps also put you on the path to early retirement. That's why it's imperative that you follow up with everybody who contacts you.
Also, it's a professional courtesy to return calls. So, for no other reason, do it because it's the right thing to do.
2. Follow Up Quickly
With that in mind, be sure to follow up on every lead as quickly as possible. This means that you might have to cut your lunch short. This means that you might have to work an extra half hour on some days.
However, the payoff is worth it.
Also, you gain a competitive advantage by responding quickly to sales leads. It may be the case that the person who contacted you decided to call one of your competitors because he or she couldn't talk to you right away. You might gain a customer you would have otherwise lost by responding quickly.
3. Be Prepared To Answer Questions
You need to know what you're selling inside and out. You should anticipate the questions that potential buyers will ask and be prepared to answer them.
Showing that you are a subject matter expert in your industry will give your contacts a level of confidence in you that could ultimately translate into an additional sale.
4. If You Make Promises, Keep Them
People will lose faith in you if use excuses like "something suddenly comes up" or "the day was just nuts" to justify your inability to keep a promise. Instead, do what you said you will do.
Sales leads are a gift to all sales professionals. Make sure that you use these tips, and watch your insurance business grow.