Cherry Picking
refers to the terms used by Lead Generation, Routing, Routing, and Sales professionals to describe the options available to sales agents and lead buyers when choosing leads to purchase or follow up. Comprehensive Distribution and Routing software systems include Cherry Picking as an option for both sellers and lead generation companies.
Companies can offer options for field sales representatives or inside sales reps to select leads from the distribution queue. This is usually used in the Lead Pull process. When the prospect is ready to be followed up on, sales reps can pull them. Businesses have the option of allowing agents to choose which candidates they wish to accept or reject. Cherry-picking leads when the brokers have the opportunity to accept or reject prospects using the Lead Pull method.
The term Cherry Picking, as used by the Lead Generation industry, refers to its use in Lead Selling scenarios and not the internal distribution scenario within an organization.
Cherry Picking: Why allow it?
This allows lead buyers to assess the prospect’s conversion probability and decide whether to buy or reject them. Buyers can then choose the most suitable options for their needs. This is why it is challenging to select the right prospects from a large number of leads.
The automated lead distribution process can also use Lead Filters, which allow for the filtering of quantitative properties. Cherry Picking will enable buyers to make qualitative decisions based on available lead parameters.
Lead Filters vs. Cherry Picking
As complementary distribution methods, Lead Filters are used along with Cherry Picking. If thousands of prospects are generated each day, and there is a queue for distribution, it would be difficult, if not impossible, to manually cherry select individual leads. Potential buyers may specify lead filters or criteria based upon lead profile properties that they want to eliminate from a specific group of leaders. This can be done by creating a Buyer Profile or Lead Order depending on your database/software system and then passing the leads through these criteria.
In the case of Mortgage Leads, for example, the buyer could specify essential criteria like geography (i.e., The buyer could establish the vital measures such as geography (i.e.,.) and type of leads (mortgage refinance, credit range, etc.). The system will filter records and only display tips that meet the criteria when the buyer logs in.
When to allow Cherry Picking in Lead Sales
Picking and choosing only in cases where individual lead prices are high is a good rule of thumb. Although there is no set threshold for lead sales value, $50 per lead will suffice for cherry-picking.
When cherry-picking is used, it is often noticed that leads bought by an individual buyer are very few. Cherry-picking leads can be cumbersome if there is a significant lead buying volume. This is why it is best to avoid this process.
This is an excellent way to go if you are looking for specialized financial leads that can be sold to financial advisors or investment professionals. A buyer can view the available lead properties before deciding to purchase the information.
The buyer who is cherry-picking will not see any sensitive information, such as the prospect’s name, address, telephone number, or email address. The system will display other valuable data that would aid the buyer in making a decision.
Every business must weigh the pros and disadvantages of allowing buyers to choose the records they want. For one company, what works may not work for another. This method can be used to increase customer satisfaction in specific verticals that have high-value customers.
