Jan 07, 2016 | 2 minute read You have your Warm Lead… Now what?
It can be so challenging to find new and inventive ways to accumulate warm leads anymore… trade shows, Google AdWords, Visual Visitor’s Anonymous Website Visitor Identification service… You can’t let that lead get away! So once it’s in, what do you do?
Here at Visual Visitor, we know the numbers probably as well as you do – you get the warm lead, but still the lead is mishandled and gets away. Actually, up to 80% of sales reps will either mishandle or miss entirely these warm lead opportunities. So we have compiled a short list of some of the basic do’s and don’ts of of how to get that warm lead into the qualified lead category.
Start your contact call with an assertive tone of voice knowing that this lead has already shown an interest (large or small) in your product and/or service. There is no need to be shy or coy about your call. One of the worst things that you can do when moving forward with a warm lead would be to respond in a vague, unprepared way. Um, Well, Ah… these are words that should not be used in any phone call. On the other hand, one of the most beneficial things you can do is to be assertive and prepared to answer any question that this warm lead might have.
One positive example would be:
- “Hi person’s name. I am Ryan with Visual Visitor. I’d like to thank you for your interest in our product and answer any questions you might have about how our product/service can help grow your customer base and increase your sales!”
One negative example would be:
- “Ah yes, I am Joe and, um, I saw that you were on our website and thought I’d call and tell you how to sign up.”
So, you are moving forward from warm lead to initial contact. You have the lead on the phone. What do you do now?
Do have some sort of script or outline ready with prepared responses and questions to make a meaningful connection to the potential lead. Just because the lead is warm, does not make it a sure thing. Do not make the mistake of assuming that since they were on your site that they are sold on your product/service. That is where the outline comes in handy. Knowing the typical questions that your lead is likely to ask and have the best responses prepared in advance will make you seem sure of your product and a your company solid investment for their future.
