Every successful originator in the commercial equipment leasing and finance industry has their "Hot List." The list consists of vendors or end-users that are perfect candidates for their services but, for whatever reason, are not currently active.
What is the plan to move five of these potential clients into the win list over the next 30 days?
What are YOU going to do differently or more aggressively to win these five relationships?
If these five top potential accounts are truly aligned with your capabilities and could change your production trajectory for 2021, then it is worth having a well-planned targeted campaign to win these top five relationships now, rather than waiting. Most originators have already identified their five top potential prospects. They have just not followed through with winning the relationships or they have spent months with a slow-paced campaign that never quite wins the relationship. Here are a few tips to expedite the process:
Expand your contacts within the lead. The best relationships have multiple contacts and points of entry.
Tell all your contacts within a specific top lead that you want to launch a relationship within the next 30 days and ask what must be true for that to happen.
Clearly identify why you believe that your services are superior in the market and why YOU are unique.
Articulate your plan to expedite the relationship.
Ask for a commitment and offer a commitment.
Identify what you believe is the real potential of the relationship you are pursuing and how that relationship will benefit the vendor or end-user.
Condense your follow-up schedule and commit to making multiple touches in the next 30 days. We know that it often takes 7 to 12 touches to launch a meaningful long-term relationship. Why not make all those touches in 30 days rather than six months?
Don't wait.... Act!
Survive - Thrive - Lead
This "Sales Tip" is provided by Wheeler Business Consulting.
