How to maximize your closing ratio with
Internet-Leads products:
While your closing ratio is not guaranteed
there are certainly some ways that you can control how effective
your leads are.
Consider your
audience
Remember our leads have primarily been
generated from individuals using the Internet to research an
upcoming purchase. By the very nature of the way they have
come to you implies that these people:
Value time:
They have used the Internet to quickly research many available
options
You should:
Contact prospects within 2 to 4 hours of lead receipt.
They value privacy:
By requesting a quote from an online source they are not expecting
initially, unless specifically requested, to be contacted in
person.
You should:
Begin your correspondence with a phone call. If the prospect
is unreachable leave a message and don’t be afraid to be
persistent provided that your communications only imply your desire
to facilitate their request as quickly and efficiently as
possible. Follow-up your phone calls with an e-mail, again
reminding them you are excited about helping them while offering
other acceptable communication channels. This will demonstrate a
respect for their privacy and give them a sense of control in the
process.
They have just begun their
research:
Generally speaking individuals who have requested a quote are early
in their research process. As our site mentioned earlier,
most consumers will make a purchase decision before visiting no
more than three companies that provide the service their looking
for. Being the first, or one of these first companies, is of
paramount strategic importance but how you handle your prospect is
crucial to your lead conversion.
You
should:
Make all communication low pressure and under the guise of
educating them about the service they seek. Take the time to
fully understand their wants and needs before you provide any
quotations. Internet consumers are particularly sensitive and
leery to extraordinary offers. Low-balling will get you in trouble
with people who may be using other available sources on the
Internet to check the validity of your quote.
If you conduct yourself as the professional
you are, and couple that with excellent product knowledge,
salesmanship, and a desire to truly assist your customers, your
return on investment should land somewhere in the neighborhood of
450% or more depending on the type of qualified lead you’ve
purchased.
Good Selling!!
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