Overview of the Help List
The Help List is an essential component of the selling system, designed to manage new leads and targets efficiently. This category helps you stay organized and ensures a structured approach to moving leads through the sales pipeline. Below, you'll find detailed explanations and AI-powered suggestions for each stage of the Help List process.
Here are the stages of the help list with suggestions:
Make the initial contact (email, text, phone call, etc).
Set the formal appointment.
Conduct the appointment.
Move to appropriate selling system category.
Stages of the Help List
1. Make the Initial Contact
The first step in managing a new lead or target is making the initial contact. This can be done through various channels such as email, text, or phone calls. The goal here is to introduce yourself, create an initial connection, and gauge the lead’s interest.
Suggestions for Initial Contact:
Use a friendly, professional tone and personalize your outreach.
Include a compelling reason for reaching out, such as new mortgage programs or special rates.
Highlight any mutual connections or shared interests to establish rapport.
Keep the message short, with a clear call-to-action (e.g., “Would you be available for a brief call to discuss your mortgage needs?”).
AI-Powered Tip: Utilize AI suggestions to craft effective, personalized outreach messages that resonate with your lead’s profile and interests.
2. Set the Formal Appointment
Once initial contact has been established, the next step is to schedule a formal appointment. This can be an in-person meeting, phone call, or virtual session to discuss the prospect's needs in detail.
Suggestions for Setting Appointments:
Offer multiple time slots to accommodate the lead’s schedule.
Emphasize the value they will get from the meeting, such as expert advice or a customized mortgage plan.
Confirm the appointment via email or text to ensure the lead is prepared and committed.
AI-Powered Tip: Use automated reminders and follow-up templates to confirm appointments and reduce no-shows. AI tools can suggest the best times for meetings based on mutual availability.
3. Conduct the Appointment
During the appointment, your primary goal is to understand the lead’s specific needs, present your solutions, and address any questions or concerns they may have.
Suggestions for Conducting Appointments:
Prepare by reviewing any notes or insights gathered from the initial contact.
Use a consultative approach to guide the conversation, focusing on listening and understanding.
Share relevant resources or marketing materials that demonstrate the value of your solutions.
End the appointment with a clear next step (e.g., sending a personalized proposal or scheduling a follow-up).
AI-Powered Tip: AI can provide real-time prompts and follow-up suggestions during the meeting to ensure you’re addressing the lead’s pain points effectively.
4. Move to the Appropriate Selling System Category
After conducting the appointment, assess the outcome and decide the next step in the selling process. This should involve moving the lead to a different category based on their level of interest, qualification, or stage in the decision-making process.
Suggestions for Moving Leads:
If the lead is ready to move forward, transfer them to your "Fight Club" as a qualified lead or referral partner that you want to work with.
For leads that need more nurturing, move them to your "Someday" category who will require ongoing nurturing campaigns and follow-ups.
Leads that are not a fit should be removed from the active selling system.
Summary
The Help List is your gateway to effectively managing new leads or identifying new targets. Remember, the "help list" is a mindset where you believe you can HELP anyone with your services but you don't know until you qualify them.
By following these stages—making initial contact, setting appointments, conducting meetings, and moving leads to the appropriate category—you streamline your sales process and maximize efficiency. Utilize AI tools to enhance each stage with personalized suggestions, real-time prompts, and follow-up assistance, helping you achieve better results and build stronger client relationships.