Phil Risher ran a home-service company getting 30 to 40 leads daily but realized they were ghosting prospects by contacting them only once. Most companies don't need more leads, he says. They need a system to follow up on the ones they already paid for.
June 3, 2025
$3 million
About 30–40 leads per day
When I was director of business development at a $3 million home service business, the biggest area of opportunity for our business was in lead management. We would get leads that came in about 30, 40 per day. That would be phone calls, that would be forms coming through our website, and we would call these people or talk to them on the phone one time, and then, poof, they were gone. All these leads that we pay for, There was no process of lead management. So what we did was set up a lead management plan. That way, all the leads that came in got worked, added to a system, followed up with to help us convert more leads into opportunities. Most companies don't have a lead problem. They have a lead management problem, and they're just ghosting their leads. They pay all this money for leads, but then they get one shot at it, and then it's gone forever. If you are unsure of how to set up a lead management plan for your business, I put together a simple framework that I'll walk you through. Shoot me a d.
