Sometimes less is more. When it comes to leads, the „quality beats quantity“ rule applies fully. If you have hundreds of leads, but of poor quality, in the end your work efficiency might be much lower than it would be with a small number high-quality leads with high conversion rate. If you have only few quality leads and your conversion is poor, there might be a problem in one of the following aspects.
Mistakes in categorizing leads
According to Entrepreneur.com, many businesspeople insufficiently divide their leads into various segments. If you manage to separate prospective clients into groups according to demographic factors, lead source or other parameters, and then offer specific solutions for individual sub-groups, your conversion rate might sky rocket.
Too quick to disqualify prospects
The problem might also be in the way you disqualify prospects. If you „throw the prospect overboard“ once you learn that they are not interested in certain ways, think about whether it might not be necessary to change your strategy. You might, for instance, offer the client just a partical service or even a different service, or use the contact in the future.
Too few lead sources
If you have just one or just a few lead sources, it might happen that the source „dries out“ after some time. Address prospects throughout various communication and marketing channels, do not rely on just one source, and change your marketing campaigns so that you always address a little different target audience.
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