Any sales pipeline is softly reassuring.
And our marketing lists are essential to have in place as very strong bases and paradoxically, soft comforting pillows, from which to build our sales pipelines.
The aim is to have a growing list of diarised call backs for between now and up to any point in the future, depending on the nature of our businesses or assignments. When to call back our potential customers will depend at which stage of the buying cycle they sit. This will usually be lead by contract renewals or project start dates.
In the meantime, a rota of soft touches, by email, direct mail or social media posts, with updates and relevant news, will then keep our names uppermost in the minds of our potential clients.
But why is this relatively straightforward process so comforting?
Research tells us it offers:
A Sense of Control #
Creating a call back list gives us a sense of control over our lead generation process. It allows us to organise and prioritise our leads, ensuring that we follow up with them in a structured and systematic way.
Reduced Cognitive Load #
When we have a list, we don’t have to rely on our memory to keep track of leads and follow-ups. This reduces cognitive load and frees up mental space for other tasks. Knowing that we have a reliable system in place to manage our workload can provide a sense of ease and comfort.
Avoidance of Missed Opportunities #
Without a call back list, it’s easy to forget about leads or miss out on potential opportunities. Having one maximises our chances of success.
Tracking of Progress and Success #
A call back list allows us to track progress and success in lead generation. We can see how many calls we’ve made, how many leads have converted, and how many are still in progress. Reassuringly, this provides tangible evidence of our efforts and achievements.
For me, reduced cognitive load is particularly important. Knowing I can efficiently pick up a project from where I left off is very reassuring.
“Habits reduce cognitive load and free up mental capacity, so you can allocate your attention to other tasks.” – James Clear
Thank you for reading.
