How to stop talking to bad leads

If you’re tired of talking to tire kickers and people that are never going to buy anyway, this is for you.

I’m with you, I feel you, I have the same thing I just really hate it when I talk to someone and then halfway into the conversation you figure out that this is never going to work out.

You think to yourself “you’re not a client, your not even a good client for me, you won’t buy anything”, “Why am I wasting my time on this?”

Before you know it you say “well it’s because the lead comes from this source” or “it’s because of this” you start making up explanations for why this is.

Really, the real reason is that we’re not qualifying enough and well the more hurdles you put up and the more hoops you make them jump through, the more expensive the lead becomes. But the higher quality the leads become.

So I’m happy paying a little bit more for a lead so I don’t have to talk to tyre kickers as much.

 You can never get rid of them completely but you can get rid of the vast majority of them. Just by putting up a few more hoops for them to jump through.

 Ask a few extra questions in the qualifying stage, put a few extra things in the form, maybe ask some things through email first before you get on a call.

Every single step you add is going to weed out people you don’t want to talk to anyway.

Also to be fair, if you were to talk to all these people there’s probably going to be a few that you weed out that would have actually been good clients.

So if you’re ok talking to a lot of people, that’s fine. If you’re a good salesman and you enjoy it, do it.

But if you don’t a very easy way to increase your closing rate and the amount of joy you have in your work is just to put up more hurdles.