I probably milk leads more than anyone . . . and it pays off . . . enough of the time to keep me going. Perhaps that is why my lead cost is under $5, my cost of acquiring a new client is around $80 and my ROI is 5:1 or better.
But even I question how to drop a prospect without booting them in the butt.
I just made my "last call" to 5 leads I have been nursing for up to 6 weeks. These are folks who took enough of my time and showed enough of an interest to keep asking questions.
They all have one thing in common.
They weren't ready to buy when they initiated their inquiry.
One of the leads told me he had already bought from one of those hot shot phone mills. (My words, not his). They applied for the GR Copay Select.
That is not my choice, especially in this situation, but it was too late.
The lead came in at 11:06 AM and a proposal went out within 5 minutes. It was read at 12:58 PM and I called while he was looking at my proposal.
That's when I learned he had already applied. I pointed out that his wifes meds (Vytorin, Tricor, Wellbutrin, Nexium and Lexapro) will not be covered by the Copay Select plan.
"Oh no, he countered. The guy on the phone told me they would be."
And you believed him?
"Sure, why not"?
I can think of a couple of reasons. Perhaps he didn't know and wanted to make you feel good about your decision. Or maybe he did know and just wanted you to feel good about your decision.
Tell you what. I am going to keep your file open for now and will call you back in a few weeks if I don't hear from you first. That will give you time to receive your policy and see who is correct.
Fair enough?
"Fair enough".
So today I called. Got his voice mail. Reminded him who I was and of our earlier conversation.
And then I said something different.
I told him I would close out his file if I did not hear from him by the close of business today. It felt so good I decided to do it with a few other calls.
I don't expect all of them to call and beg me to work with them. Perhaps none of them will.
Just wondering how many of you issue a last call and how you handle it.
But even I question how to drop a prospect without booting them in the butt.
I just made my "last call" to 5 leads I have been nursing for up to 6 weeks. These are folks who took enough of my time and showed enough of an interest to keep asking questions.
They all have one thing in common.
They weren't ready to buy when they initiated their inquiry.
One of the leads told me he had already bought from one of those hot shot phone mills. (My words, not his). They applied for the GR Copay Select.
That is not my choice, especially in this situation, but it was too late.
The lead came in at 11:06 AM and a proposal went out within 5 minutes. It was read at 12:58 PM and I called while he was looking at my proposal.
That's when I learned he had already applied. I pointed out that his wifes meds (Vytorin, Tricor, Wellbutrin, Nexium and Lexapro) will not be covered by the Copay Select plan.
"Oh no, he countered. The guy on the phone told me they would be."
And you believed him?
"Sure, why not"?
I can think of a couple of reasons. Perhaps he didn't know and wanted to make you feel good about your decision. Or maybe he did know and just wanted you to feel good about your decision.
Tell you what. I am going to keep your file open for now and will call you back in a few weeks if I don't hear from you first. That will give you time to receive your policy and see who is correct.
Fair enough?
"Fair enough".
So today I called. Got his voice mail. Reminded him who I was and of our earlier conversation.
And then I said something different.
I told him I would close out his file if I did not hear from him by the close of business today. It felt so good I decided to do it with a few other calls.
I don't expect all of them to call and beg me to work with them. Perhaps none of them will.
Just wondering how many of you issue a last call and how you handle it.
