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I'm interested to hear what you guys think about the whole Accept or Reject thing that most of these guys have out there.
My theory is that it hurts closing rates, and overall profitability.
I've heard from guys before 'Well when I'm not busy, I can just go accept a lead to fill the gaps' .. this makes very little sense to me. The day you accept the lead is not the day you'll close the deal. If we expand the time this guy is not busy to a week even, it still doesnt make sense. I dont' see trying to score business when you're not busy as an efficient means of develoipng business.
With our current lead campaigns, we're on this Steady Flow program. So, we dont get the opportunity to say 'we want this lead, we dont want this lead' but.. we set a volume cap to say 1 lead per day.. and over time, we have a more steady pipeline of business because some consumers want to do things 6 months from now, some 3 months from now, some next week. Over time, just accepting one lead per day and working it produces more business for us.
Also, I've found that if I judged the value of a lead just based on how it looks in my inbox is stupid. I find plenty of consumers who declare a budget of $1000, but when I get them on the phone, they're ready to close for like $10k worth of windows. I think the whole concept of 'cherry picking' leads based on what they said initiially or how they looked in the inbox is just short-sighted.
Anyone care to disagree? I'm interested in hearing the counterarguments because I want to find out the best way to run my lead campaigns.
My theory is that it hurts closing rates, and overall profitability.
I've heard from guys before 'Well when I'm not busy, I can just go accept a lead to fill the gaps' .. this makes very little sense to me. The day you accept the lead is not the day you'll close the deal. If we expand the time this guy is not busy to a week even, it still doesnt make sense. I dont' see trying to score business when you're not busy as an efficient means of develoipng business.
With our current lead campaigns, we're on this Steady Flow program. So, we dont get the opportunity to say 'we want this lead, we dont want this lead' but.. we set a volume cap to say 1 lead per day.. and over time, we have a more steady pipeline of business because some consumers want to do things 6 months from now, some 3 months from now, some next week. Over time, just accepting one lead per day and working it produces more business for us.
Also, I've found that if I judged the value of a lead just based on how it looks in my inbox is stupid. I find plenty of consumers who declare a budget of $1000, but when I get them on the phone, they're ready to close for like $10k worth of windows. I think the whole concept of 'cherry picking' leads based on what they said initiially or how they looked in the inbox is just short-sighted.
Anyone care to disagree? I'm interested in hearing the counterarguments because I want to find out the best way to run my lead campaigns.