The best ‘Non-qual’ ever…

Hey guys,

Ignore the title of this subject, it was the email subject that I received from my IT Director, Murray who had discovered that one of our leads had been marked unqualified, for… in their own words…wait for it…

“nonqual, unable to contact”

This was after trying for precisely….. 3 days.

In truth the title should have read – ‘The worst of all sales crimes.’

Now as the Hardcore business owner of the business who pays somewhere between £20 and £80 for each and every lead we generate. This kind of makes me a little agitated to say the least.

As a Hardcore Sales Director I begin to wonder how many other leads have been thrown away in such a vial and fifthy manner.

Moreover, as a Hardcore Salesperson this lead could have been mine to sell to and make money for my family. A true hardcore would simply not allow this to happen, ever

The facts are that 95% of salespeople give up within 4 contacts, leaving 90% of the leads for the 10% of hardcore salespeople who continue to make contact. I cannot explain how important it is to follow every single lead until they either buy or die.

The actual stats from the Harvard Business School study are as follows:

  • 48% Give up after the first rejection…
  • 25% Give up after the second…
  • 12% Give up after the third…
  • 5% Give up after the fourth…
  • Leads are some of the hardest things to create, in today’s competitive marketplace it a massive effort to create any lead, let alone enough leads to generate a continuous funnel of sales, so waste them at your peril.

    Needless to say the culprit knew they had stuffed up and now have to live with this blog entry as well as a kick up the *&^% from me for their incompetence.

    Live with passion,

    Brett Alegre-Wood