Lead Managment

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Create a Conversation with Your Prospects
2007-05-22 15:25:00
Priceless video of how most of us approach our prospective customers. We treat them as statistics, demographic segments, and dialer targets. If you are not willing to have a two-way conversation they may be leaving the table because of you not your product or service. Blogs are famous for this. It is hard not to fall trap to talking about ME and not YOU. Telling you instead of asking questions. So, has anyone out there used any creative techniques to create two-way, interesting, and engaging conversations with prospective customers?
More About: Create , Conversation , Prospect , With You

Why Consider a Lead Exchange v Lead Provider?
2007-05-21 20:24:00
Most of the readers of this blog are buyers of Internet leads, and more specifically mortgage leads. However, you may not all be familiar with the concept of a Lead Exchange . John Challis (full disclosure: I used to buy LowerMyBills leads from him when he was at LowerMyBills and I was at Quicken Loans) of LeadPoint talks about why you might want to consider Lead Exchanges in this changing mortgage market. Here are a few that made me think this was important to Better Closer readers: Despite the downturn, I don’t think anyone can question the viability of the internet leads as it relates to the mortgage industry.There is no doubt that the lead-gen market is contracting along with the origination market in general, but while the figures vary somewhat based on the survey, general consensus is that between 45% and 75% of homebuyers begin their process on the Internet.So, if you are not including Internet marketing in your marketing portfolio, then you are potentially excluding over 50...
More About: Side , Cons , Provider

The Most Productive Sales Line…
2007-05-18 21:37:00
Wisdom from Sales Evolution: The most productive sentence in any salesperson’s vocabulary always ends with a QUESTION MARK! Remember the extra 5 minutes you spend preparing good questions and asking good questions is often the difference between a sale and brush-off. Technorati Tags: sales, questions, lead management, mortgage
More About: Line , Prod

The Fallacy of Prioritization
2007-05-17 04:49:00
Prioritization of tasks, or leads, is a false comfort that you are optimizing your production results. The real truth is that you are allocating time and resources to guess at what may be more valuable if you spend time on or accomplish the task. This is even a bigger fallacy as it pertains to sales leads since you have no insight into a buyers intent. You may prioritize a larger deal higher than smaller, but you may be able to equal revenue with smaller lower decision threshold accounts. The key is determining whether you are or are not going to do the task and then getting immediately to working the list. Determine whether you are going to work the lead or not and then pick up the phone.
More About: Fall , Fallacy , Alla