What Exclusive Leads Can Do For You

June 26, 2010 by  Filed under: Sales 

No matter where you look, the fact remains that exclusive leads will always be more expensive. Yet, if these leads will help you to close more sales, the initial expense can be well worth the result.

However, make sure that you aren’t sabotaging your own success by coming to the table unprepared. In order to turn these potentials into clients, you will still have to tackle several factors to get the most out of your investment.

Beef up your sales skills
Though exclusive leads can get you connected with an eager prospect, if you haven’t honed your sales skills you can still get left out in the cold. Take the time and effort to learn how to sell properly, and close the deal when the time is right. The time you spend rehearsing the perfect pitch is a valuable tool that will serve you well throughout your career.

The early bird gets the worm
Just because you have an exclusive lead doesn’t mean you can take your time contacting your potential clients. There’s no guarantee that your lead will wait for you and nothing to prevent them from seeking out another agent while you’re procrastinating. The best time to contact new leads is immediately after you receive them. If nobody is home or available to talk, at least you’ve made the first contact and can schedule a better time to phone in the near future.

Persistence pays
If you’ve set a time to follow up with a potential client make sure you contact them at the scheduled hour; this will show your commitment to them, and your ability to make their needs a priority. It can be easy to make the initial contact, but it take diligence to continue to work toward building a positive relationship with your leads.

Do some detective work
When looking into purchasing leads, remember just because they’re “exclusive” doesn’t mean that they are high quality. You will still have to investigate the background of the company you are using as a provider to make sure their leads are up to scratch, and worth the money you are willing to invest. Give them a fair chance with 5 to 10 leads to start out with, and if you’re not satisfied with the results weigh your options and consider whether you should move on to another provider.

Avoid complacency
You might not hit on the right company to partner with the first time, but that doesn’t mean you should give up on purchasing exclusive leads altogether. Put the same amount of effort into sourcing your leads as you would put into working on a potential sale. It may take several tries and several companies until you find the right fit, but once you have a stable supply of leads coming your way you will be glad you laid the initial groundwork.

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