| Successful sales professionals may end their | | | | claimed as the price for a sales lead. |
| career with outstanding sales leads. These have | | | | Tell your success story. In order for other sales |
| been generated through relationships, referrals or | | | | professionals to have faith in your sales leads |
| walk-in clients that are still pursuing their options. | | | | they need to year about your success. Paint a |
| Sales professionals invest their own time and | | | | picture of the time and effort that was put in to |
| money into wooing clients to purchase their | | | | finding and nurturing the list of potential clients. |
| companies' products or services. Some leads take | | | | Talk about each client as if they are a personal |
| months or even years manifest a sale. The | | | | friend. Associate sales leads with similar clients |
| outstanding leads of one retiring sales person can | | | | that did result in sales. Show projected earnings |
| be very valuable to another person in the same | | | | for each lead and explain the increased earnings |
| field. | | | | through referrals. |
| Skill Level - Easy | | | | Sell the lead list. Depending on the market which a |
| Generate an organized spreadsheet of sales leads. | | | | business's products or services target, there may |
| Lead lists should be broken down into groups of | | | | be multiple people interested in business sales |
| most interested, possibly interested, lookers and | | | | leads. The fair and non-biased way to determine |
| unknowns. Each name should include a phone | | | | who is able to purchase the leads is by entering all |
| number, email, mailing address, when relationship | | | | names into a hat or name drawing computer |
| was established and what product/services they | | | | program and selecting one. Some professionals |
| are most interested in. Successful sales | | | | may choose to give leads to the highest bidder |
| representatives will also have tidbits of information | | | | while others may opt to evenly divide leads |
| about the client written down. These tidbits help | | | | among several interested parties. |
| establish trust between the employee and the | | | | Tips |
| client while also giving the sales associate a topic | | | | Microsoft Excel can be used to create a |
| to start a discussion with. Each section should be | | | | spreadsheet of sales leads. Functions are available |
| listed chronologically from oldest to newest. | | | | that automatically sort the information into |
| Consider value of leads. Sales positions have a set | | | | necessary categories which saves time. |
| rate for commission that is received. When | | | | Warnings |
| determining how to sell your sales leads you | | | | Do not make up leads to make a list seem more |
| should consider what each lead may be worth | | | | valuable. Five to ten leads that established |
| from a commission standpoint. Even third party | | | | relationships with a business and have experienced |
| companies that sell business leads categorize | | | | attentive service from other sales associates are |
| them based on their location, buying trend and | | | | worth more than 100 leads with an "unknown" |
| general interest in a product or service. 1% to | | | | level of interest. |
| 5% of a potential commission amount can be | | | | |