We’ve found that the clients who have the greatest success with our leads are those who stay with each lead longer. Following these steps, you should see a noticeable increase in your lead conversion rate.
– Lead qualification is an ongoing process. Leads you receive from InsideUp are warm leads who have demonstrated by their actions that they are interested in your services. You are equipped with their company profile, contact information, and a full breakdown of their needs and budget. These opportunities are seeking competitive quotes, fully aware that vendors will be contacting them.
However, when the lead is initially qualified and verified, the process has just begun. Once they’ve landed in your CRM system or email inbox, it is up to sales to continue the progression through a series of touch points.
You might start with a voicemail introduction, followed by an email introduction, and then leave a follow-up voicemail and email. Your third voicemail could say something like, “I’ll give you a call at noon to answer your questions.” Email #3 could include the request, “Please reply with a best time to reach you,” and so on.
Approach the conversation from a consultative angle. Expect these leads to have questions as they are still in the research and vendor comparison stage. Hold back on the sales pitch and ask the prospect a few probing questions to gain additional insights regarding their needs.
Quote – The opportunity to give a quote can come at any time during the sales cycle, but keep in mind that if your lead is comparison shopping, additional nurturing may be required, beyond giving a quote, to actually close the sale.
Quit – Studies—and experience—have shown that it takes several touches to close a B2B sale; some marketers have found that it can take a dozen or more. So expect to spend some time nurturing your leads, and be sure to contact each one several times before you actually quit.