Handling Incoming Leads: Part 1 | TravelResearchOnline

Handling Incoming Leads: Part 1

A mistake I see agents make all the time is the way they respond to incoming business leads. Whether they arrive via email, snail mail, the telephone or pony express, there seems to be a lack of urgency when dealing with these potential opportunities.

In my next two missives, I will attempt to help you “see the light.” Here are the first five reminders:

  1. Speed Wins.

Speed wins in horse racing, car racing, Olympic downhill skiing events…and speed wins in business. More often than not, it is the first response that gains the most exposure, captures the attention of the inquirer, and establishes instant credibility.

Although there may be some truth to “haste makes waste,” it will be in your favor if you begin to adopt the slogan, “he who hesitates is lost.”

Respond to Internet inquiries quickly while being prepared in the other nine areas of interest, and your client base will grow exponentially.

  1. Don’t Quit Too Soon 

Most sales people give up on the incoming inquiry process too soon. It takes time to establish trust, and to favorably interpret the rhetoric of many amateur sales professionals. A full 75% of sales people fall victim to this shortcoming. Establish yourself over time. Stay the course. Know how the game is played. Don’t quit too soon.

3. Make It Easy

A possible future client just raised their hand and gave you an opportunity to show your value. This is often referred to as a “lead.” Now is not the time to make their life anything but easy. In all probability, they are bracing themselves for the same old same old. The hard sell. The data dump. The fast talking sales “pitch.” They are anticipating a long “hold period” on the telephone, or an un-returned email. Surprise them. Make their life easier.

Become The Exception by slowing down and addressing their concerns one at a time. Make them feel comfortable. Make them feel important. Give them the respect they feel they deserve. Begin to position yourself as the “go-to” non-threatening source.
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  1. Don’t Sell The Inquiry Short

In the age of Google, you would be making a huge mistake if you feel that you are the first supplier that the inquirer has touched base with. Chances are by the time they contact you, they are very well-informed on the subject matter. You would be doing yourself a favor if you treat them with respect right from the initial contact. It now becomes your job to see how you can embellish and add to the education process.

  1. Provide The Information Requested.

Sales people sometimes forget that it is not their agenda that is important. If the client or the inquirer asks for information, why do we feel it is so important to delay responding to this request until we finish our value-packed presentation pitch. It is time that we stop playing games with interested prospects. Answer their questions as thoroughly and as honestly as possible. After all, they are on a fact-finding mission, and you are in position to make an incredible impression. Chances are if they don’t end up buying from you, they would not have purchased from you in the first place.

We will conclude this article with reminders 6-10 in tomorrow’s Morning Missive.


Mike Marchev Mike Marchev has plenty of stories, strategies and tactics to keep you on top of your game.
For information on Mike’s 6-Week Online Selling Course, email Mike at mike@mikemarchev.com with the words “sales course” in the subject box.
Mike’s daily column is made possible by AmaWaterways.

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