In this video, we're gonna talk about a massive problem
for salespeople all over the world.
What do I do when a hot lead goes quiet?
What happens when a hot lead goes cold?
(gentle music)
Hi, I'm Matt Elwell of The Elite Closing Academy,
and in this video, we're gonna talk about something
that happens all of the time.
What do I do when a hot lead that I've made a proposal
goes quiet on me?
What do I do when somebody goes cold?
What do I do when the prospect goes dark?
If this is your first time here, then please subscribe
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at five p.m.
I'm currently working on a deal.
I'm gonna give you the figures without any names.
The person that was introduced to me, a referral,
has a business where there's a call center.
And in the call center, the job of the team is to prospect
and to move them along the prospecting pipeline,
move 'em on the pipeline so they pop out ready
as hot, qualified leads for more senior salespeople
to then close.
So it's a prospecting journey.
Now, the people that are taking the calls
within this call center are, at the moment, failing.
Their skill set's not where it needs to be
and it's having an impact, a massive impact.
All the money that is spent, all the energy that is spent
on getting the leads in the first place,
marketing budgets, you name it.
All of that is going to waste because the leads
are being created, but the team on the phone
are burning the leads.
And I'm sure all of you know exactly
what burning a lead looks like.
So how do I know this?
Well, in my prospecting journey when I first spoke
to the referred prospect, was I asked questions
around pains and needs and urgency
and quantified the exact problem.
And here is the truth.
This business is currently losing 40,000 pounds a month
in burned leads.
That's not a 40,000 pound a month problem,
that is a 480,000 pound a year problem.
And when I asked how long it's been going on for,
they said between three and four years.
It's now just under a half million pounds times four,
which is nearly two million pounds.
You times that by 10, that's a 20 million pound problem.
So here's the question.
If you knew that in the next 10 years you were
gonna lose 20 million pounds, and a day
with me was 10,000 pounds, what would you say?
So, that is a bit of a rhetorical, obvious question.
Let me ask you an even better question.
Let me put this to you.
If you met a wizard in the street,
and most of us don't believe in real wizards,
and the wizard said, look mate, give us 10 grand,
I'll give you 20 million pound back
over the next 10 years, you'd say,
I don't believe in wizards.
And then in front of your very eyes,
the wizard (snaps) disappeared.
Okay now, where's he gone?
And then five seconds later, poof, the wizard's back.
You're like, he's a real wizard.
Here's my 10 grand.
And you'd get your 20 million back.
Now you see, the point of that story is,
we have to prove and demonstrate all the time
on world-class content, by nurture,
by asking powerful questions, by building up trust.
We have to prove that we're the experts
in the space, the wizards.
We have to prove that by our prospect not knowing
what we know, by not knowing it,
that that's the thing that's causing them the problem.
That's why they're leaving nearly half a million pound
a year on the table, 'cause they don't have my skill set.
The team don't understand prospecting properly
and that is the problem.
Bear in mind, people buy results to problems.
So it's now my duty to follow up and follow up.
I've tried texting, I've tried calling, I've had nothing.
So today, I've been really fruitful and creative
in my followup.
And I've done a video message and I've done it
on my computer phone.
I've just looked into the video and I've said, remember me?
I'm the wizard.
I can solve your half million pound a year problem
that in the next 10 years
is gonna cost you millions of pounds.
I'm the solution.
You've gone dark on me.
The truth is, they haven't gone dark on me,
I've gone dark on them.
And that's why I'm following up today.
If a prospect goes quiet on you,
it's 'cause you've gone quiet on them.
You gotta get back to 'em.
So here I am.
But just remember this.
You're the expert.
The reason why a business has a problem
at generating leads, if you're a marketer,
because you don't understand the skill that I've got.
That's the product, and it's up to us
to use our wizardry.
It's up to us to demonstrate that we know
how to solve people's pains and problems.
So my message to you is this, is,
you gotta get super clear on exactly what it is
that people need from you.
And more importantly, by needing it, what are the problems?
You see, because I knew
that they have a half a million pound a year problem,
I'm now prepared to be massively, massively persistent
because I can't sleep at night knowing
that a friend of a friend is losing half a million pounds
a year because they don't have what I know.
So the message is, who needs what you do right now?
And more importantly, what do you need to do
to go and get 'em?
If anything about locking down a logical next step,
locking down a phone call, anything I just said
that you are either struggling with,
you would like more information on,
then comment in the box below.
I really wanna serve you.
I'm really interested to know.
How do you lock down the logical next step right now?
You must make sure you comment in the box,
particularly about what is your process
when somebody goes quiet on you?
Post in the comments, what is your followup process
when a prospect goes quiet?
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make sure you subscribe to the channel,
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(light music)