The Hardest Mile

What do you do with all the leads that aren’t buying from you right now?

Half the people you will speak to won’t ever buy from you or be a good fit for your company. Of the remaining 50%, only a small percentage will be ready to purchase from you in the following 90 days from making contact.

There is a significant percentage of prospects that will buy from you in 3 months to 24 months down the track. The flaw with most junior and medium level sales teams is that they focus on the immediate sales but care less for nurturing and following up. While you don’t notice this today, it makes growing a million-dollar business a lot harder as you have to hunt for more leads continuously.

As a business owner, this is the area that can contribute significantly to your revenue but also help you to generate more brand awareness.

According to Brian Carroll, Author of Lead Generation for the Complex Sale: “almost 95% of your audience or subscribers are not ready to buy but 70% of them will eventually buy from you or your competitors.”

So let me ask you again, what do you do with your leads?

There is so much opportunity in nurturing your leads. Most teams I have dealt with initially thought of it as a complicated and time-consuming process, but the good news is that it’s only as a complex as you make it.

Lead nurture is about staying top of mind and establishing a relationship, however big or small. While your readers may not buy today, build rapport and earn some of their trust. Because when it comes to making a purchasing decision sometime in the future, you have already walked the hardest mile — you built trust and rapport.