Lead generation and prospect management is a complicated and often overwhelming task for many contractors. And it’s often the case that you spend so much time trying to just get the leads into your funnel that once you get them there you fail to take the necessary steps to keep them. In this post, I’ve outlined the 7 steps you should be taking once you get the lead into your sales funnel so you can CLOSE!
1. Focus on outcomes and value – As much as we may like to think people care about us, our prospects really don’t care about our products, services or solutions. They only care about the difference it can make for THEM. So, when you connect with your prospect, focus on the tangible outcomes your prospects would get from using your product or service. Drive home the benefits and keep those as the focus of every contact.
2. Take it slowly and let them come to you- When you get a lead, especially when you’re first starting out, it’s hard not to go for the hard press. But that rarely works. The more you push, the more resistant your prospect will become. So slow down, give them bits and pieces of valuable information over multiple contacts, and be secure in moving forward one step at a time. Remember if you push too hard (they’ll sense your fear and desperation) you’ll lose them, and you might as well consider them gone for good. [click to continue…]
