When it comes to sales, a solid list of leads is a must-have. In this case, a longer list is not always better. Rather, you want a list packed with leads that are highly likely to turn into loyal customers.
The first thing you want to do with your list is to classify different types of leads. This helps you figure out which leads to keep and which ones to stop pursuing. Every time you obtain a list of leads, identify the source of each lead and classify it accordingly. For example, if you have a list of leads from the Nashville Chamber of Commerce, simply classify them as the Nashville Chamber of Commerce’s leads. If this organization decides that your product or services aren’t needed, you can pull all their leads from your list without much trouble.
If you’re a good salesperson, there’s no doubt that your list of leads is constantly growing. However, that could be problematic if you don’t keep it compact and updated. Your good leads could easily get lost in a sea of fair weather or downright bad leads. To prevent this from happening, you should continuously review and stop pursuing bad leads. If you face any of the following 5 warning signs, it might be time to dump the lead.
