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How To Turn Your Lead Graveyard Into A Goldmine



Are your valuable leads turning to dust?

Once you have generated leads with your Lead Generation System, what happens to them?

A common mistake that many business owners make is that they think in order to sell more, they need to generate more leads. This is true, but can be an expensive road to take. A better solution is to convert more of your leads into buyers. How do you do that? The answer is through effective follow-up marketing.

But most businesses just aren’t that great at following up with leads and customers. There are a lot of reasons for this (which we’ll explore shortly). But first, I’d like to ask you all a few questions about your own follow-up practices. So get out a pencil and let’s get started. Be honest now:

Is your lead tracking system disorganized (stacks of business cards, scribbled on notebooks, etc.)? Does it take you longer than a day or two to get back to prospects and clients? Have you ever forgotten to follow-up? Have you ever gotten too busy to follow-up? Have you ever let a hard earned lead slip through the cracks? Do you think people will call you back if they’re really interested in working with you?Are you afraid of coming across as pushy if you follow-up too many times? Do you mark leads as “dead” before you have contacted them at least 7 times? Do you send the same sales and marketing information to all of your new leads? Do you spend a lot of time educating prospects instead of selling? Give yourself 1 point for every “yes” response. If you scored more than 3 points, you need to Fix Your Follow-up Failure.

Why don’t companies follow up?

– They forget,

– They focus on hot leads,

– They think the people will call back,

– They don’t want to be pushy,

– They don’t realise the impact proper follow-up can have,

Follow-up Failure is Expensive

67% of leads that are generated from your website will tell you “no” today but will be ready to purchase within the next 10 – 12 months —Gartner Research

80% of leads you consider to be “dead” will buy within 24 months. —Sirius Decisions

How many times should you follow up with your sales?

2% will close on the 1st call

3% will close on the 2nd call

4% will close on the 3rd call

10% will close on the 4th call

81% will close after the 5th call

When do sales people stop their follow-up?

48% stop after the 1st call

24% stop after the 2nd call

12% stop after the 3rd call

6% stop after the 4th call

10% stop after the 5th call

In a typical day you may have 10 leads resulting in one lead that closes right away, 1 lead you consider a warm or hot lead that sales reps are actively working with and about 80% or 8 leads are cold leads, meaning they have yet to be qualified. Over a year period this leaves you with about 2000 leads that typically end up in lead graveyard.

What happens with the 2,000 cold leads that your sales efforts don’t focus on?


So what happens when you fix your follow-up failure?

What if you could convert only 20% of the leads you let turn to dust?

This would give you 400 more sales.

Let’s say our average sales price is $500. This is $200,000 in additional revenue. This means for the same campaign (the same dollar spent) you have more than doubled your sales. Like panning for gold and making sure you collect every nugget.

You can work out for yourself what would happen if you close 40% of your unconverted leads.

Isn’t it time to stop letting your customers and prospects slip through your fingers?

What is effective follow-up? Follow-up is good old-fashioned hospitality and relationship building. Think about the local barber of your town and the trust and bond he built with local patrons over time.

Follow-up is NOT a constant bombardment of sales calls.

Effective Follow-up Is a Combination of Media and Different Touch Points like, email, direct mail, phone, voicemail, fax or text.

Without follow-up not only are you missing on opportunities for upsells, you are also unaware if you have unsatisfied customers that could help you improve your business.

With follow-up you can segment your unhappy customers and happy customers and provide a different course of follow-up that is appropriate for each. This can be one step in an overall customer loyalty program.

Example of a sequence for a new customer

– Send a “thank you” email or letter. – Email a customer satisfaction survey. – Email valuable tips. – Present cross-sell and/or upsell offer. – Ask for a referral. Make “thank you” call. – Offer subscription to communications. – Put them in a customer nurture sequence.

Example of a new lead campaign

– Email (immediately): Send the free report.

– Email (day 3): Offer additional resources and free reports to deepen the relationship.

– Email (day 5): Send additional tips and tricks.

– Postcard (day 7): Offer a new free report.

– Email (day 14): Offer subscription to future reports and other value added content.

By putting proper follow-up for prospects and customers in place, and automating wherever possible, you can convert more of your prospects into sales, get repeat sales from customers and grow your business without increasing your staff. In short, capture your prospects and customers and don’t let them get away from you.

Now the key is putting proper follow-up in to your business. To do this:

– Make a commitment to put proper follow-up in your business.

– Schedule time to set-up a follow-up program for both prospects and customers.

– Find a system that will help you automate your follow-up program.



Why Pipe Tally Books Are Necessary



As a mainstay of interstate commerce, oil drilling, and numerous other industries, the tally book has become an indispensable part of many workman’s uniforms. The book is especially used in the field of oil exploration and drilling, requiring that it remain convenient in design and accessibility in order to achieve its user’s note keeping and measurements with the utmost of ease. Although technology has advanced in leaps and bounds to provide spreadsheets, computer programs, and other instruments that all help in the collection and storage of data, oilfield workers know that it is a dependable and trusted tool to have on the job.

The utility of a pipe tally book becomes readily apparent when something needs to be checked immediately while in the field. While the modern convenience of a computer is office appropriate, a book that can be easily stored in a person’s pocket has no parallel. Whether one is required to record drilling depths accurately, provide mud loggers and drillers with important information, or decide which drill bit is most suitable for a dig, a pipe tally book has proven its usefulness for decades.

Tally books are also being used now for a variety of purposes as well. For example, in addition to their traditional uses, they provide a convenient way to provide safety information, employee training tasks, daily work lists, and more. Never before it made so many educational uses available at a fieldworker’s fingertips.

Recently, pipe tally books have become an effective way to successfully advertise one’s company. As such, they are being made available in a variety of custom covers with personalized logos and artwork for instantly recognizable company branding. They are also offered in a variety of sizes and colors, and are also available in a triple-fold format.

Sleek, durable, and dependable, they have endured numerous changes in technology and maintained its position as one of the most important tools a worker can have in the field. When simplicity is required, and a notebook that can withstand harsh and rugged circumstances is essential, then it is just what the situation calls for.

Companies enjoy the benefit that comes with ordering customized books. With the industry bustling, drilling activity and rising to new heights, the time saved with the reorders adds another popular element to the process. Customized books give the employees exactly what they need rather than some materials that do not apply to the line of work.

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The First 4 Steps to Get Massage Therapy After a Car Accident



When I was hit by a drunk driver, the last thing I wanted was to mess with insurance. The other guy’s insurance company was willing to pay for massage therapy. But I didn’t have the time. And as a result, I was not fully protected.

Massage Therapy is one of the most effective healing tools available. It calms the muscles and mind down after a traumatic incident. It increases blood flow to the muscles, which increases healing. A great massage therapist will ask about the accident, and learn which muscles were tightened and harmed during the accident. As a result, your body will heal. Massage Therapy is the science of healing muscle. It is the only industry focused exclusively on healing muscle tightness and soreness. Seek out a massage therapist immediately if you are in a car accident to prevent those muscles from staying tight because of whiplash or injury.

I have outlined the steps describing how to get massage therapy for a car accident (or any accident) with the other person’s insurance company paying for it. These steps are the first 4 steps you should take immediately. Within 24 hours of the accident, take these steps to protect yourself. You must act quickly, or you may forfeit your care to the insurance company’s policies. To ensure you are well, follow these 4 steps below.

1. VISIT a Doctor or Chiropractor for a Doctor’s Note

You need a doctor’s recommendation for a massage. It’s a medical recommendation, like any other activity or prescription. Schedule a single doctor’s visit, and have your doctor recommend massage therapy as treatment. If you are injured on the weekend, visit a 24 hour clinic. Any doctor can prescribe massage therapy if you ask for it. But you must ask for it.

2. TREAT Yourself Immediately

The insurance companies have a policy called having a “Gap in Care.” It means that if you are not getting your treatments consistently and immediately after the accident, then you are not really hurt. If you are going to get massage therapy to remedy accident pain, then start immediately. And don’t stop getting regular treatments until you are better. Changes to your treatment plan or providers is fine, but do NOT stop getting some sort of treatment, or the insurance companies will claim you have a “gap in care.” And they will not accept your claim.

3. BEWARE of Delayed Pain

Whiplash can show up several weeks after accident. What happens is that the body goes into hyper-protection mode, as a safety measure. It pours adrenaline, and other chemicals into your body for several weeks to protect you from hurting (so you can escape the dangerous land of other cave people, ya know, with deadly mountain lions and other creatures). Then your body starts repairing weeks later. That repair period is when the pain really start.

Often, you won’t seek immediate treatment because you feel fine, then you start feeling really bad weeks later. Continue your massage therapy treatments for at least a month to make sure you prevent serious whiplash from affecting your productivity. The insurance companies understand this too. So continue treatment for at least month. And longer if you are genuinely in pain.

4. ASK Questions of the Insurance Company

Some insurance companies pay as you go. Other insurance companies want to pay out the claim at the end of treatment. Ask them lots of questions on their process. The adjustor is simply following a set of rules. If you can learn the rules, you can make the most of the claim (and save yourself a lot of headaches). Work within the system, not against it. Some great questions include, “How does the claim process work?” “Can I get checks as I submit receipts, or do you pay out all at once towards the end.”

Regardless of what happened, everyone involved wants to see you get better fast. So act quickly. And start a consistent treatment, and continue with it, until you are better. Good luck and Feel Better!

If you know a friend who would like this article, please forward it, or submit it on Facebook, Twitter or Digg. If you have friends in Dallas / Ft Worth, Texas, forward our website to them today. We look forward to meeting you and your friends soon.

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Hazard, Risk and Insurance (Part 2)



Every human action can cause a risk. This risk depends on a variety of actions a person does. In terms of insurance, risk is the possible loss that a person could experience and the dangers posed by the possibility of something happening but not knowing when and what will happen. To deal with these risks we need preparation and proper protection. Hence the importance of insurance more visible when a person afflicted with calamity, even if the disaster did not want every person.

Not counting how many losses to be borne by society due to the disaster happened. So be thankful, if you have take out, do not need to be confused to find money to repair damaged houses or cars that had stalled due to flooding. Simply add a claim to the insurance company, then you will get compensation.

Risk Forms

1. Pure – This forms if there will cause the loss or does not cause loss ( breakeven ). Example: Risk of Fire, Casualty Risk.

2. Speculative – That may cause the loss occurred, does not cause loss or profit ( gain ). Example: Production, Monetary ( Foreign Exchange ).

3. Fundamental – Risks in case of impact can be very large losses or catastrophic nature. Example: War, Earthquake, Air Pollution.

4. Special (particular): Risk that if it does, the impact of losses is local, not comprehensive or not catastrophic. Example: Fire, Accident, Theft.

Risk Management

1. Risk Identification

This stage is to identify the risks faced by any human being either personally or risks faced in the process of business activities.

2. Risk Evaluation

1. The frequency is rare, the impact of low loss / small
These risks need not be insured because it rarely happens, and if there is a low impact / small.

2. The frequency is rare, the impact of high losses / major.
This risk needs to be insured and insurance companies are still willing to close / cover this risk

3. Frequency is used, the impact of low loss / small.
This risk classification is identical to 1, which needs to be done is prevention so that does not happen often.

4. Frequency is used, the impact of high loss / large.
In this risk is the opposite mindset between the client and insurance companies. Customers want this risk can be insured, but insurance companies may not receive because the frequency it happened often, and the impact of losses is also high.

Risk Control

1. Financial Control

Buying protection insurance by paying an insurance premium ( Customer Transfer The Risk Of Insurance Companies ). Bear their own costs such risks, the impact of weakness if the loss is high enough to threaten the business activities.

2. Physical Control

Eliminate risk. But this is not possible because of the risk will always exist and may occur, so that needs to be done is that the risk minimization, minimize the risk by providing incident prevention equipment and complete response equipment to deal with risk.

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