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The Leads Are Weak?…You’re Weak!

Remember that famous line from Glengarry Glen Ross during Alec Baldwin’s best sales scene in a movie ever? Well, I am here to tell you that if you are not getting to yes…or getting to no with each and every one of your leads, then you are wasting your time! Remember, coffee is for closers!

8 responses to “The Leads Are Weak?…You’re Weak!”

  1. Joe Levitch Avatar
    Joe Levitch

    Nice post, I find that the squeaky wheel gets the oil, in other words, those quiet leads that I meet and send a follow up letter to that don’t get back to me are easily forgotten. I am looking into a better system of tracking these folks. I was reluctant to get a “No” but now that you say so, that is not such a bad thing after all. Thanks

    1. Darren Avatar

      Thanks for stopping by Joe! No’s are awesome, they get you closer to a Yes somewhere else. The law of large numbers says you talk to enough people and just inertia will get you to yes. Check out my “Law of 25” post. It is in the bottom right under “Popular Posts” in the sidebar.

  2. JW Avatar

    I agree with you here. Let me ask you -how many messages do you leave before you move someone into the ‘NO’ pile? Assuming they don’t call back that is.

    1. Darren Avatar


      Til I get a yes or a no…There is no until anything else. 🙂

  3. Ken Parsons Avatar
    Ken Parsons

    “If you don’t follow up with a yes or no then you’re wasting your time.” Yes, you get right to the point and I agree with you. All too often we finish up a proposal and then forget about it, myself included. Don’t get into this lazy habit! Also, remember to close the deal when you are on a sales call. Contractor’s often forget to even ask the person if they will sign the contract when they are talking to them.

    1. Darren Avatar

      Great point Ken! You have to ask for the business!

  4. Travis Bontrager Avatar
    Travis Bontrager

    I love the concept of “follow up until you get to yes or until you get to no”. I am guilty at times of not following that concept because I don’t see the value in the no. This video clearly helps you understand that both no and yes are valuable in your business.

    Nicely done Darren.


    1. Darren Avatar

      Thanks Travis…