Episode Overview: Is it the leads or the sales effort?
Are you truly struggling with bad leads — or are those “bad” leads actually being lost somewhere in your sales process? In this episode, “Is It the Leads or the Sales Effort?”, we take a deep dive into one of the most overlooked factors limiting pest control companies: the ability to consistently convert leads into booked appointments. If your close rate seems stuck under 40%, this conversation will help you pinpoint why and what to do about it.

We’ll start by breaking down how a well-structured sales pipeline acts as a diagnostic tool — giving you visibility into every stage of the customer journey. From the moment a lead hits your CRM to the point they become a paying customer, the pipeline tells a story. We’ll show you how to read that story and use it to identify where prospects are falling off and why.

Next, we’ll dive into the critical sales behaviors that have the biggest impact on conversions:

• Speed to Lead: Why responding within minutes is often the difference between booking the job and losing it to a competitor.

• Follow-Up Discipline: How consistent, structured follow-up can turn “not now” into “yes” — and why most companies stop too soon.

• Always Answering the Phone & Messages: Missed calls are missed revenue. We’ll discuss systems and habits that ensure no opportunity slips by.

• Being Prepared for Customer Questions: Confidence and knowledge build trust. We’ll explore how training and preparation improve conversion rates.

• Resolve and Booking on the Spot: Why every conversation should end with a next step — ideally, a scheduled appointment.

Finally, we’ll walk through how to analyze pipeline data stage by stage to see whether the issue is truly lead quality or a breakdown in your process:

• Low contact rates? It’s likely a response-time or missed-call issue.

• Leads contacted but not booking inspections? Follow-up or scripting needs work.

• Inspections done but no proposals accepted? Your presentation or offer might need refining.

By the end of this episode, you’ll know how to look beyond the surface and uncover the real reasons your close rate is stalled. More importantly, you’ll have a clear roadmap to tighten up your sales process, improve performance at every stage, and convert more of the leads you’re already paying for.

This isn’t just about more leads — it’s about making more of the ones you already have.

Please review us at Rhino Pest Control Marketing and interact with us to let us know how we can improve in 2025.

Casey Lewis

casey@rhinopros.com

(925) 464-8383

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