How to Frustrate Your Leads

Picture this…you call into your bank for support. Upon dialing the number, you’re prompted by a machine to enter in your card number and other details. After this, you’re transferred to a rep who then asks you for those exact credentials again. That rep, who can’t properly answer your inquiry, transfers you over again to another rep who asks you to verify yourself one more time.

It’s frustrating just to think about it, right?

Perhaps you’ve encountered a similar scenario and I’m willing to bet it left you feeling disconnected and probably eroded your trust and rapport with the company.

Yet, I see this happening all the time between the leads that a marketing department is producing and a sales rep’s first approach to those leads. These leads have often already provided in-depth information about who they are, what they’re seeking and more, yet sales reps continue to open the conversation with cold and basic questions.

  • “How can I help you?”
  • “How many employees do you have?”
  • “What are you looking to accomplish?”

Boring and redundant, right?

Instead, sales teams should be working to grasp the information the lead has already provided and building custom, intelligent questions to move the lead further down the process.

[bctt tweet=”Your sales and marketing departments should be aligned, not divided.” username=”EngageColleen”]

That way, an individual who is initially interested in your organization isn’t answering the same question multiple times. Rather, the initial information a lead provides should be used to verify a higher quality of information.

When do you this, you facilitate a buying decision and build a higher level of trust with your potential customers.

What’s one step you’ve taken in your organization’s sales process to ensure you’re not frustrating your leads and prospects?

One response to “How to Frustrate Your Leads

  1. […] Is there a loss of product that’s shipped out and if there is, how much is that worth? Do the customers get angry and leave? When we add that all up, that’s the monetization of the […]

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