I had been courting a business lately that are experts in lead tracking software.
Reviewing its procedures for outbound selling, I discovered an inquisitive edict:
All its very own leads should be contacted a minimum of 4 occasions.
Why 4, not 3 or 2 or 26?
On which evidence was this rule substantiated? I believe someone in the firm, possibly its founder, once earned a purchase after three contacts were created. He rejoiced, and that he quickly trained themself the incorrect lesson:
“Wow, I earned that certain! Let’s suppose I had not been so persistent. Had I ended following the third contact, I would not have achieved that purchase. To any extent further, I’ll call Everybody four or five occasions, and I’ll proselytize to other people to follow along with suit. I am on the mission!”
You can observe the fundamental logical error within this thinking is it OVERGENERALIZES in one data indicate the world of prospects.
All prospects don’t deserve this sort of relentless follow-through. Actually, couple of do.
Let us if you have known as the very first time and created a voicemail, with no success.
You phone again, departing another message, with similar non-result.
After two efforts, what evidence have you got that there’s ANY Curiosity about this lead? Have you got a grain of support to make another effort, not to mention a 4th?
In my experience, it’s like attempting to lose at Blackjack doubling lower on a set of twos once the dealer is showing an ace.
Doubly dumb! (Also referred to as tossing a nice income after bad…)
“But,” you retort, “That prospect completed our online information request form, so he or she must have experienced SOME interest!”
Fair enough, however that ended up being which is now, and that he has Overlooked a couple of your time and efforts.