the
7 Deadly
Inbound Lead Sins
Centuries ago , the Roman Catholics named the seven vices that “ spur other sins and further immoral behavior ,” and after listening to hundreds of calls from inbound leads , we have aptly named the most common bad behaviors we see as the 7 Deadly Inbound Lead Sins . These are behaviors that are KILLING your leads and your business . It takes SO much work to generate leads , and it hurts my heart every time I hear all of the work / time / resources / money flushed down the drain because it isn ’ t handled right .
1
Dismissing A Lead Because It Is Not The CEO Or Owner Calling
When there is a technology problem or frustrations with the current IT company are at an all-time high and prospects need a new IT company , it will rarely be the CEO who opens their computer , searches online for IT firms , and makes the initial call to you . The owner has people on their team to do this preliminary research and make appointments with the ones they choose . This becomes more frequent the bigger the company ( and bigger the opportunity for you ), so do NOT dismiss and offend the “ research ” person who calls you with an IT need .
Deadly Sin ? PRIDE . Don ’ t be guilty of overlooking and dismissing the non-CEO calling in for help .
2
Turning Away A Lead Because It Is For Break-Fix Project Work
Some of you ( or your folks who answer the phones ) are dismissing leads who don ’ t come to you all wrapped up in a shiny bow , asking to get into a contract with you . Most leads will come to you when they have a PROBLEM , and their current provider can ’ t or won ’ t fix it how they want . It WILL sound like break-fix work . It WILL sound like just a project , and many of you have wrongfully trained your techs to turn this away since “ we only work with clients who do contracts .” It WILL be disguised as a nonqualified lead . But very often , it WILL turn out to be a “ foot in the door ” for a lucrative lead .
3
Deadly Sin ? LAZINESS / SLOTH . Don ’ t be guilty of refusing to do project work as a foot in the door . It will earn a lead ’ s trust and respect and lead to contracts , referrals , and bigger deals .
Ignoring A Lead Because It Looks ‘ Too Small .’
Speaking of foot-in-the-door-your-mouth , this is one of the sins I loathe the most . Someone calls in with a seemingly “ small ” project ( e . g ., laptop repair , email not working , password reset ), and some of the dummies answering your phone turn them away and let them hang up . Just like in the previous situation , you have to do some detective work to find the opportunity . It IS there , but you ’ re are giving up WAY too easily and expecting buy-now leads on a shiny platter . And to be blunt , it ’ s not realistic and ticks me off when I see it .
10 | MSPSuccessMagazine . com • VOLUME 3 ISSUE 5