Cherry Picking and the 3 types of leads

A few weeks ago we talked about Secret #1, the definition of successful marketing: THE RIGHT MESSAGE, TO THE RIGHT MARKET, AT THE RIGHT TIME.

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SECRET #2 IS: "CHERRY PICKING" AND THE THREE TYPES OF LEADS.
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Every time you run a marketing campaign, the leads you get can be divided into three categories:


* Leads that are ready NOW (Hot);
* Leads that aren't ready now but will be ready soon (Warm--these
leads are critical to your success); and
* Leads that may never be ready (Cold or Bad Leads).

The problem is, when you first receive them, you don't know which is which!!!

So, you or your staff call every lead once or twice and then you spend the time with the leads that look like they're going to close. Every smart sales person that works on commissions does this--they go for the low hanging fruit!

That's right. They basically cherry pick! Cherry picking is the natural result here because:
1. Sales reps are paid high commissions for a sale;
2. You can't tell the difference between warm leads and bad leads until you reach them;
3. If you DO reach the lead and the timing isn't right, you don't have the time or patience to constantly follow up.
There's nothing wrong with spending your time with hot leads. The problem of cherry picking comes when you neglect all those warm leads!


You can avoid neglecting these valuable leads that will ultimately bring in more business long term. Click here to read more.

Regards,

Nikki Ong
Business Growth Specialist
Khach Customers
www.khachusa.com
714-496-4499

We're here to "Khach & Keep you More Customers"


NEXT WEEK--Step #3: TIMING IS EVERYTHING

P.S. If you'd like to see how our "done for you" marketing program can assist your sales and marketing functions and help you implement these strategies, register for a quick, easy and painless phone call.

Give me a call or reply to this e-mail and I'll tell you how you can automate this all-important aspect of successful marketing.