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Dealing with online leads can be challenging, so we give you some tips on the best way to handle them

High quality online B2B leads purchased from a lead generation company are an important resource. But they need to be handled properly in order to reap their full potential.

Avoid the mistake that many B2B sales people make: handling a fresh online lead as if it were a purchase order.

Even when someone has submitted a request for information, you should be prepared for some initial resistance.

Don't assume that the prospect has already decided to buy from you. You still have some work to do in order to earn their time and attention.

It helps to have the right mindset when contacting your leads. Approach each call with an attitude of helpfulness. Asking open-ended questions shows that you're interest in their specific needs.

Their answers will give you valuable insight, which will help you when talking about your solution.

If you aren't able to set an appointment on the initial call, do not despair. This is still a valuable online lead.

Offer to send the person some information and let them know you'll be in touch to make sure they receive it. This shows respect for their time and leaves the way open for further online lead nurturing.

You have now established some familiarity and trust, and the next time you call, your prospect may be open to setting an appointment.
 
 
 
The Best Way to Handle Online Leads

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Our platform is built with intelligent components such as an Automated Direct Marketing System that allows us - in real-time - to target your best prospects. We deliver prospects from the top of the funnel, to the middle and even those ready to try your product today. Our Nurturing System helps SMBs get educated about ways they can grow their business. They then become qualified prospects for our clients.

InsideUp also gives you a full suite of value-added marketing services, such as our automated phone transfer to connect prospects to your sales team, to help you convert more SMB prospects into customers. And, since reporting is vital to your ROI goals, we give you full visibility into your campaign using our online dashboard for both desktop and mobile.

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