In an age where everyone is vying for everyone else’s attention, the slack that people are willing to show you seems to be getting shorter and shorter every year. If you’re in a business that relies on leads, your number one goal should be talking to people who actually want to talk to you. We’ll look at how to make that happen, so you can have more productive conversations. (And we’ll start with aged leads because they’re less expensive and often people’s go-to.)
Recognize the Situation: Working with Aged Leads
When people want something these days, it’s usually pretty easy to get. Not only are there stores on every corner, but sites like Amazon can overnight whatever they need. There are also plenty of websites that promise to do it all, so you never have to leave your house. And it isn’t just limited to basic household items. All that instant gratification has made people impatient about practically everything.
If you’re relying on aged leads you have to consider the possibility that either:
- The person accidentally signed up for something without realizing it.
- They already found what they’re looking for.
- They were never serious about it and have already forgotten they were ever interested in it.
- They provided a Google Voice phone number or spam email address and never received your message.
None of these options are particularly good for your revenue, but they are pretty good if you’re looking to shut down your business in despair.
At Conversion Marketing, we think it’s a lot easier if you think about aged leads as more of an opportunity to build up your contacts list rather than an instant money-maker. You don’t necessarily have to hit the hard sell immediately, but rather talk to people on their level (when you can get ahold of them at all). Maybe they aren’t interested in what you’re offering now, but ask for a call back in a few months. (Just make sure to actually call them back.) Maybe they would never buy from you because it’s not in their budget, but they have a brother-in-law who might be interested. Leaving the conversations more open-ended is a way to let people know that you’re less interested in their money and far more into what you can do for them.
Get the Right Information
The lists that you’re working with are your bread-and-butter. If they’re slapped together from outdated sources, it’s not going to take that many attempts before you realize that you’re working with a dud. While some of it does come down to what kind of technology is being used to assemble the list, your leads ultimately need to be curated by people who know your industry. In other words, if you’re going to spring for real-time leads, you better be certain that they’re going to offer you the most efficient ways to get your pitch out to the public.
At Conversion Marketing, our staff is here to work with you and ensure you talk to people who won’t hang up in frustration or scream at you about violating their privacy. This is not to say that we can eliminate the possibility of this occurring (as no one can), but the goal is to put you in the driver’s seat so you can steer the conversation. If you want to learn more about what we do — and more importantly, what our results look like — we’re here to give you the low down on finding better leads.