Lead Generation: How To Convert Leads?

Now what?  That’s the next question Rainmakers ask after their offers grab consumers’ attention long enough to get them to hand over their contact info to you in exchange for a compelling offer.  Leads are worthless unless they lead to appointments.

Like a baseball player who needs a trip to the plate to hit a home run – every Rainmaker must continue the conversation with the lead — keep them engaged, cultivate and incubate them – until the prospect drops out the end of your prospect pipeline into an appointment.

Once a Rainmaker has closed a listing presentation or buyer agreement, a Rainmaker closes almost every appointment they take – some even score 100% of the time.  The more appointments (“trips to the plate”) you have, the more sellers and buyers you will close (“hit a home run”).

An interesting thing happens as prospects “age.”  The competition drops out.  Decades of sales research proves the longer a prospect is incubated the fewer competitors remain in the hunt.  Why?  Competitors focus all their attention on “today’s” leads – and tend to let the “old” leads fall through the cracks.

Rainmakers know this truth: follow-up forever until a prospect buys or dies.