How many leads have come into your business since the beginning of time that never closed? That is a salient question. Who knows how many, but I bet there are a lot.
Whether a small company or a large one with a sales force, the leads that are always best are the ones that are easy to close. But what about the prospects that were reached but never closed? They are in an abyss – The Unclosed Sales Lead Abyss, technically speaking.
What are you doing to follow up? Are you following up? Do you have a fixed idea in mind about some time frame that those leads then become dead?
What does it cost you to get that lead? Lets look at a hypothetical analysis:
Postcard marketing experts will tell you to send out 5000 postcards.
It costs you $2000.00 to send out those postcards.
Say you do that and you get 50 calls;
That is $40.00 per lead.
The Return On Investment (ROI) of this example is as follows
You make $2000.00 off of every close.
You close 20% out of those 50 calls (10 sales).
You made $10, 000 less the 2Gs for the postcards = $8000.00.
That is decent Return On...
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