The Pre Need Seller and The Lead Box

The Pre-Need Seller and The Lead Box

I know we’re working through a different series and I’ve interrupted it twice now based on some emails.

I thought I’d address this point before we continue with our series, Selling Opportunities Come From Everywhere, part one:

 http://howtosellpreneed.com/prospecting/selling-opportunities-come-from-everywhere#more-2650

“Someone asked me if I could narrow everything down to one simple
concise “thing” to generate more business NOW
what would that thing be?”

Well, to keep it simple… And there is not magic bullet.  It takes a lot of bullets to succeed in this business.  In fact, you’ve got to keep growing and developing your selling skills and experience.

Anyway, the real answer to the problem of consistent selling and the one “THING” most pre-need sellers forget is…

It’s about your lead box

Many people use different terms to identify what I call the “lead box”.  If you’re the business owner it is about your customer/marketing list.

Well, Pre-Need Sellers are really in business for them SELF.

You really are in business for your SELF.

There’s no other way to describe it. I realize you might be a W-2 employee with the company (or W-4) and maybe even have regular set hours but none-the-less you are in business for your SELF.

For the Pre-Need Seller it really is about your Lead Box (or list of potential customers).

We’ve spoken about how you can tap into your own spheres of influence (these are potential leads and referrals sources).

We’ve spoken about generating new leads through a variety of sources (see previous archive posts)

What you truly want to do is warm up those leads. If you were to imagine all of your leads in one box….the lead box, how warm is your box?

Inside your lead box are various leads and previous customers and potential leads.

A lead is someone who doesn’t own arrangements and open to discussing it.

Your leads can be categorized and organized into different smaller groups with the same characteristics.

Champion Endorser® leads would be organized under a different tab.

Door-Knocking Leads would be organized under a different tab.

Follow-up(s) Leads would be organized under a different tab.

Cemetery Grounds leads would be organized under a different tab.

Stay-in-touch leads would be organized under a different tab.

You get the picture. Label your group no matter how large or small, categorize, and have a system in place that ultimately puts them into a different status in your lead box.

I could go on but hopefully you’re getting the point. Once you input your lead into your “lead box” the system takes over.

Now, I’m using a lead box as an example but the box can be your computer software program.

Your box can be your old fashioned 3×5 card box.

Your lead box can be an elaborate paper filing system.

Whatever it is you need a system to manage your leads because I guarantee you the number one problem with Pre-Need Sellers is FOLLOW-UP.

Most Pre-Need Sellers go for the sale and if they can’t or don’t get it they give up. I know some sellers of pre-arrangements who will call once or twice and forget all about it.

The reason they forget to continue to follow-up is they have no system in place to take over for them.

You can only remember so many names and soon the interest is gone and the note gets misplaced and they forget all about that Prospective New Sale.

So, get this picture in your head.

Organize your leads into categories.  Using time or number of contacts and you can put those leads into a follow-up program (it can be snail-mail, phoning, drop-by, or combinations of all the above) and systematize the program so you don’t have to think about it.

Each day you arrive in the office the system spits out what you need to do next.

Follow-up until your Prospect tells you to quit following up or buys.

Be persistent because I guarantee you no one else stays in touch with Prospects.

When you do the things nobody else will do
you’ll get the things nobody else will get.

Your biggest asset is your Lead Box.

So, for example, our current series covers places you can get leads.

There are plenty of places to get leads.  The bigger issue is; what are you doing with those leads?

Selling Opportunities Come From Everywhere, but successful selling comes from managing your Lead Box.

Remember no one can take away your education and experience.

NO ONE!

But, YOU are the person who’s responsible for getting the education and experience that makes you so valuable you get to call the shots with the company.

In fact,
top producers go from
the passenger to
the driver’s seat.

There are a lot of companies out there (especially with the New Economy) who want top producers. Head over to the catalog page and begin to equip yourself for the New Economy and get more sales in the next 6 months than you did in the last 12.

Take care of your Lead Box and it will take care of you…

Happy Selling!

David…

P.S. In today’s new Economy it is critical to your success to understand how to tap into your spheres of influence and discover new leads sources. You ain’t gonna do it sittin’ around.

So, get up and do something.

Head to the catalog page or become a new subscriber (subscribing is FREE) today….top right hand side of the page and I’ll send you a special offer only subscribers get.

Also, I’ll send you a series of email strategies to sell more pre-arrangements in the next 6 months than the last 12.

Get a move on. That’s right. And don’t forget after you subscribe you gotta hit the confirmation link I send you to confirm you’re you….

A little side note. You might have to rescue my confirmation link from the junk spam garbage can. So, get on with it and quit dilly dallying around…..

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