A Tale of Two Leads - Short Attention Span Sales Tip
Once upon a time there were two salespeople. Both were given a lead, the name of a potential future client. It was sent to them both in the form of an email. In both cases, their boss was CC’ed.
The email to the first sales rep went unanswered, although the boss replied immediately. The email to the second rep elicited an instant response: “Thanks for the lead! I will follow-up and circle back with you.” The boss also replied to that email immediately, acknowledging receipt and adding some information about the company that he felt would help.
A little time passes…
Within a couple of weeks, the second sales rep had done extensive research and made contact with the lead he was given. It looked very promising. Appointments had been made and the plan was in place.
After a month, the first sales rep finally commented on the lead he was given: “I’m still doing some background work on that lead that you gave me and will follow up when I get the chance.”
A lead is like putting a fish in the sun. Best to get to it immediately or not only will it go bad, it’s the last time you’ll get a fish to eat from this fisherman.
The video version of this sales tip goes into more detail. Click here to watch the video.
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Bill Farquharson can be reached at (781) 934-7036 or firstname.lastname@example.org