When we first started doing Fire & Security marketing, it was all about generating leads.
And I would generate leads like mad.
But people would come back to me and say:
“Well, they’re bad leads. I couldn’t close them”.
See the video below to see what we realised…
Word of Mouth Leads vs Cold Internet Leads
And it was only when we investigated their sales funnel that we discovered that they didn’t understand the difference between
Word of mouth leads, which which have got trust all over them.
They’re lubricated by all of the trust and the love that the recommendation has given to that person to come and talk to you.
It really allows them to slide down your funnel..
These babies who come off the internet are cold, they don’t know you from Adam.
They’re really suspicious because they’ve probably had a bad experience.
And your role in your sales process is to nurture them and to rub off those, those sharp edges.
And what you’re looking for is to get a ball like this. At that stage, they can’t completely trust you because they haven’t actually used you yet.
So what your role then is once you’ve got them as a customer is to keep nurturing them, keep doing the best job that you can.
So you turn them into these guys who are willing to recommend you to their friends.
Need help lubricating your leads…?
Are you giving your leads the lubrication they need to become great advocates who will recommend you to their friends and colleagues?
Contact the Lollies and we’ll show you how!
With thanks again to Kirsty and The Wise Why for giving me the confidence to be on camera!