A short YouTube monologue (by Nate Tilley) advising salespeople to prioritize personal, one-to-one communication when following up leads. The speaker argues many leads labeled 'low quality' are actually buyers who were not contacted effectively, stresses persistence and empathy (not taking non-response personally), and criticizes over-reliance on Business Development Centers (BDCs) that can reduce personalized outreach.
I can't tell you how many times you follow up with leads and then they tell us, oh, I went and bought somewhere else. But yet the client says that the lead was low quality. It's not a low quality lead if they're going and buying a car somewhere else. It just means that you didn't contact them. People are busy. It's not personal. If somebody doesn't respond to your text message right away or answer your call or they're busy, it's not personal. We all hate getting calls. We all hate getting calls at first, but when that guy connects with us, shows us how much they care about our unique situation. Not just, hey, you want to buy a car? More like, hey, so tell me a little bit about what you look looking for. Let me make sure I can help you like connect with them. It's person to person conversations. Salesmen, guys. I just got to say that a lot of salesmen became real spoiled in 2020Salesmen became real spoiled by the BDC. But sometimes your BDC is screwing this whole process up because they don't know how to have that personal one to one communication. You have to have salespeople that will really connect with the lead.
