The Pitch Episode 21: When You’re Hot You’re Hot, or Maybe Not?
To effectively close a deal you must strategically track who you are pitching. Learn how to organize your leads to close more deals.
When You’re Hot You’re Hot, or Maybe Not?
Who’s on your hot lead list? Are they still really hot? If they’ve been on your hot list too long maybe they’re not so hot. To effectively close a deal you must strategically track who you are pitching and internally code them in a way that will give you priority in your follow up. I use three code classifications on my pitch list. A lead is either hot, warm or cold. If they are hot I highlight them in red, warm is orange and cold is blue. I keep all my leads in an online document that is synced to all my devices so when I glance at my pitch list my eyes are drawn to my red hot leads and I follow up with them first with the intent to close. My objective with warm leads is to move them to hot and cold leads to move them to warm so I always have a pipeline of active leads to reach my bi-weekly goals. I find giving yourself only a week to close a deal is usually not enough time and can be discouraging; a month is too long and can give you a false sense that you are getting close to a closing something when you’re really not. But every two weeks is the perfect amount of time to review and reset your goals so that by the end of the month you’ll have closed enough leads to bring a certain level of self-satisfaction to the efforts you’ve been putting forth. “The Pitch” challenge today: organize your leads into an online document you can easily access them from your smartphone or computer. Use a three-code color classification so you can identify at quick glance the priority of your follow-ups. Set bi-weekly goals, giving yourself a realistic number of pitches to close, and update the color of your leads frequently to keep your lead list real-time so you know who to really focus on to close the deal.
How many leads do you currently have?
How many of these are hot and how many are warm?
Where can you keep your hot and warm leads for quick reference so you can follow-up more efficiently?