How many people have you spoken to in the past and who didn't do anything at that time?
How many people have you spoken to in the past who weren't qualified at that time?
How often are you contacting them?
How are you contacting them?
Here is an easy 4 step method that many sales people in different industries have used successfully to increase sales to aged leads.
Step 1 - Email
Step 2 - Direct mail
Step 3 - Telephone
Step 4 - Repeat frequently
Easy right? How to make it work effectively is the secret.
Step 1 - Email campaign - email a couple of times a week. Track open rates, click through rates and calls.
Step 2 - Direct mail - The secret to making this work is NOT to send hundreds or thousands of mail pieces. Instead only send 5 to 10 per day for each sales person. Make it personal, have it signed, use the prospects name. (Feel free to contact me to write the content for this mail out, email@example.com or 905-999-6153. I have an online system that can be used to personalize the mail out, and schedule daily mailings. You can layout hundreds of mailers in just a few minutes.Want to know more? firstname.lastname@example.org)
Step 3 - Call the leads 6 to 7 days after the mail piece goes out.
Step 4 - Repeat
Why does this work?
It is just the sale process in action...
- many people don't buy until they have been contacted more than 12 times.