Action Plan 2
DUS Action Plan (2 of 7)
The next step in developing your business is to approach your list with strategy. Ideally, your list should be a minimum of 25 but as you progress you should regularly be adding to your list. After a year some of our business partners have lists of over 500 businesses. The more you have, the more chance of success you will have and the more money you can earn!
Take your list and divide it into different areas, we suggest splitting it into hot leads, warm leads and cold leads.
Hot Leads
Hot leads are where you know an influential person in the business on first name terms, maybe in a social context or a regular client, supplier or provider. They would know you instantly if you called them and would have their direct or mobile number. The door is wide open, providing the client can see value, and is as good as a guaranteed sale.
Normally you would see a 50% minimum success rate of hot leads. So 100 calls would give 50 customers at an average of £300 a customer would deposit £15,000 per year into our pipeline.
Warm Leads
Warm leads are where you have met influential people in some context and maybe discussed the business at some level. You may have a company card, phone number or it could be a referral from someone you both know well. While not an open door, a professional and friendly approach can win a customer.
Normally you would see a 25% success rate of warm leads. So 100 calls would give 25 customers at an average of £300 a customer would give £7,500.
Cold Leads
Cold leads are when you may have a business name or number but don’t know who the key people are or their name has been passed to you by an acquaintance but you have never met them. These take a lot of work in finding the key person, building relationship and trust, and then securing business.
Normally you would see a 10% success rate of hot leads. So 100 calls would give 10 customers at an average of £300 a customer would give £3,000.
Now you have rated your list I would suggest you set time aside every week and target an amount of calls to make every day or every week. Starting with the warmest leads you now have a call schedule and a work to list which will get you started quickly and effectively. Based on the stats above, a list of 300 made up of a variety of leads could generate over £25,000 in the first year
