In the last article, I talked about the effort one needs to make in the lead generation process. I also said, that sales is a number game. From these allegations, one can infer that the more leads one has the more sales are booked. This is theoretically true, but is this the right way of thinking?
No, it is not.
Contacting, chasing hundreds or thousands of leads, with just the hope that some of them will be converted, is a wrong approach in my opinion. And not good for sales as you may leave lots of hidden opportunities there.
Conversion
Building a strong funnel and working with big volume of leads requires that you work with your conversion ratios at each stage of the funnel. Let’s take for example the first and simple stage of the first touch with a lead. How much time have you spent in drafting the message and the subject line of the email you will send? Have you tested different messages? Which one seem to have a better conversion ratio?
The plan and the outcome
You will be surprised how the outcome of your efforts will be improved by trying to improve the conversion ratios in each step of your sales process. It will be revealed that not only this will help you building a healthier pipeline, but you will also have the ability to maximise the chances you have on each lead, reducing also the cost of sales. Putting quality into this number game will bring success closer and make the journey more enjoyable.
Happy selling!