The Leads Are Weak
Whenever I get a call from a client saying “ the leads are weak” I think back to Alec Baldwin in the movie Glenn Gary Glenn Ross. I realize everyone wants the perfect lead, they all want the laydowns, I have been there myself.
I got a call this week from a broker, and he said “ nobody is picking up, and the ones that are have recently been funded and are all set “ I had a few questions for my client.
1.Are you calling from a New York number, or do you have tools in place where the call is coming in from a local number?
2.Are you emailing the merchant before calling? Are you letting him know you will be calling and based on prior information given, you believe you can assist him in funding?
3.When the merchant states I have been funded I am all set, what is your next course of action? Are you asking if he needs additional capital? Are you inquiring about a reverse consolidation or a collateral loan? In the worst-case scenario if the merchant does not need or qualify for additional funding are you putting them in your CRM for a call, text or email within 30 days? Are you instituting a drip campaign?
In MCA there are a lot of brokers calling the same leads, that is a fact. You can do some small things to get more out of the leads than your competition. Take these easy steps we have mentioned and get more out of your leads.
ComCap is an SBA & commercial loan brokerage providing SBA, Working Capital, CRE, Equipment, and Bridge Loan solutions for borrowers & businesses nationwide. ComCap is a capital markets advisory firm-not a direct lender.
4 年Great points C.J. The initial call is just the beginning. He should probably wait until the 7th or 8th contact attempt before blaming anything or anyone else but himself... And such an iconic scene...Still holds up.