Why Leads Go Cold Quickly!

When I was first getting started in medical sales, I remember being thrilled when I was assigned to an inside sales person.

New leads were going to be falling into my lap? Yes please!!

There was only one little problem. By the time I got the lead, the customer had forgotten all about it. In fact, they sometimes got a little irritated with me and implied I was lying.

The conversation would go like this:

Me: "Hi, this is Katie from X Company. I understand you're interested in
learning a little about our products?"

Customer: "What? Who did you say this is?"

Me: "Oh, sorry, my name is Katie and I believe you talked with one of our
internal sales reps about maybe wanting to look at our products?"

Customer: "I don't remember that. When was it? Are you sure it was me?"

Yikes. This conversation is going all wrong. Do you see how it's become confrontational and now I'm going to have to either argue with her and try to convince her that she did, in fact, express interest weeks ago when she spoke with our internal sales rep, or I just have to start over.

Either way, it's not a good look.

Leads go cold within the hour. Customers hate call centers. EVERY sales rep should be out hunting. Period.

What’s your experience been like? Let me know in the comments!