Not all prospects are the same.
In a perfect world, 100% of leads coming in to you would be ready to whip open their wallets and buy what you're selling today, but that's just not the case.
I recently spoke with Michael Griffiths (from Referral Marketing Guru), and he made me think differently about lead generation.
He used a traffic light metaphor to make his point:
According to Michael, approximately 3% of people coming to you are ready to buy today (they'd be the "greens")
About 40% are "yellow", and will require some work to move into the ready-to-buy phase.
And 55% (ish) are "red" and won't buy today (or for awhile), regardless of how hard you try to sell them.
Understanding this traffic light thing for leads will make selling easier and keep you from pulling the hair out of your head in frustration.
Since what Michael shared was pure gold, I asked him if we could record an interview to turn into a transcript only for the eyes of my Secret Coach Club subscribers.
He generously agreed, and that interview transcript will be included with the August mailing for the newsletter.
(It won't be available anywhere else on The Interwebs ...)
If you'd like to get your paws on it, and lots of other goodies in the August issue, the deadline to do so is tonight at midnight (EST).
Subscribe here:
Marc Mawhinney
PS: Do you want to generate more referrals for your business? Grab the “Building Your Million Dollar Referral System” guide from Referral Marketing Guru by going here: