Matt Ryder presents two ways to fix low lead volume: keep strict qualification and maintain high close rates with fewer deals, or loosen qualification to get more calls but lower your close rate. The real choice is between revenue per lead or total revenue.
So we're seeing a lack in volume. We can do 2 things. We can keep the qualification metrics the same and then we'll maintain close rate, but we'll see probably a dip in overall sales. Or we can let the hordes in, decrease all the levels of qualification required to get to a sales call. We'll see a significant decrease in close rate, but we'll probably be able to maintain closer to the number that we were producing. Which way would you like us to go?
In doing that, you're kind of giving them some illusion of choice. They're an idiot if they go, no, I'd like the close rate to remain the same and I'd like to make less money. You're handing over a level of control to them that makes them feel like they're in a decision-making power
