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THE EASY-50 SALE

As a business owner, you highest priority may be to increase top line revenues. Sourcing enquiries and finding new customers is a continuous process in the quest to build revenues. And there may be many sources of leads for your business - both inbound as well as outbound ones. It is know that a good business may have upto 15 different lead generation streams, small and big.

But the best ones that any business can receive are the inbound leads. Incoming leads may be in the form of telephone calls, walk-ins if your business is in the physical realm, website clicks, social media, referrals from happy stakeholders, existing customers itself, etc.

These incoming leads may together account for more that 50% of the expected revenues for any active running business, at any point of time. That's why I would like to refer this as the Easy-50. Only the name here is easy - there is nothing comfortable about all the hard work that had gone previously into developing prospects and making customers keep coming back for new and more business. The point I want to stress here is that, once a business does all the hard work and starts getting in the Easy-50, it sometimes loses sight of the toil and sweat to bring in these opportunities.  They tend to look ahead and focus eyes on generating newer leads. 

Every great business that we see today, have their fundamentals rooted strongly on keeping these 50% of customers their highest priority. Take care of your inbound leads - be it drafting scripts for your front office team, incentivising them, always conveying the feeling that inbound leads are special and constantly finding innovative ways to keep the inbound prospects and existing customers happy and positively engaged. 

The takeaway is keep your first FIFTY happy and the balance FIFTY will seek you out!

Sam Krishnan