Sales Leads: 6 Tips for Converting Sales Leads
Sales Leads: By Cameron, National Sales Manager at emedia
Sales Leads: Youâve booked the inclusion, created excellent content, had a great response and now itâs make or break time.
This quick guide will help emedia customers learn how to follow-up their sales leads in a way which will optimise the likelihood of converting them into sales.
Sales Leads: Before the callâŠ
1. Do your research
Your prospect downloaded your marketing offer for a reason. You should find out why. If your sales lead found you via a demo or trial, chances are they know more about your product than someone who read one of your white papers, so use this as an indication of how much detail youâll need to go into about your business.
 Sales Leads: During the callâŠ
 2. Memory  jog
A strong introduction goes a long way; if you launch into a sales pitch without referencing where you found their contact details, theyâll assume youâre calling at random. Instead, remind them WHICH bulletin they received, WHEN they received it and WHAT they responded to. Tell them of the title and subject matter of your advert and what you were offering- this will remind them of the advert and why they responded, which will in turn make them more open to your call.
This is also a good way to get them to open up about their needs and why the advert may have struck a nerve with them, enabling you to start explaining how your company can help.
Sales Leads:
3. Adapt Your Follow-up to the Sales Lead
Every sale you make is going to be different, so donât fall into a rut by using the same sales approach for everyone.
#Â Take a look at the role of your contact within their organisation.
#Â Find the pain points they experience and show them how your solution can fix it.
By approaching the prospect with a tailored message, youâre more likely to get the response youâre looking for; e.g. be prepared with financial facts and figures for Financial Directors, with holistic strategies for top executives and technical details for IT staff.
Keep conversations and emails light and demonstrate to the sales prospect that youâre interested in helping them solve a problem their organisation is having. Ask questions and LISTEN! The aim is to figure out the prospectâs problem then present them with a solution⊠yours!
Sales Leads:
4. Follow-up Promptly
Can you remember what emails you responded to yesterday afternoon? How about the day before that? No? Thatâs because weâre bombarded with email messages every day and, as a result, our concentration spans are greatly reduced.
The fact that your advert managed to hit a nerve with a potential customer and hold their interest long enough to get to your website, doesnât mean that theyâll remember this several days later. With this in mind, call sales leads while your advert is still likely to be at the forefront of a customerâs mind- which means as soon as possible!
Sales Leads: After the callâŠ
5. Diarise
When ending a sales call, offer a follow-up time frame. This gives your contact time to learn more about your solution, their needs and budget and will also appear more courteous, showing that youâre willing to call at a time thatâs most convenient for them.
Use different methods to follow up and stay in touch. For example, an email introducing yourself, a telephone call followed by an invitation to a networking site, such as LinkedIn after your conversation.
Sales Leads:
6. Make the Most of Every Prospect
Just because a contact doesnât have a current need for your product or service, doesnât mean they wonât in the foreseeable future. By keeping in contact with your sales prospect, over time, youâll  create a rapport that could turn into a sale.
Moreover, the more contacts you nurture, the better your chances of penetrating the account over time.
http://www.emediainternational.com.au/2011/07/6-tips-for-converting-sales-leads/
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To Discuss how these Solutions will add value for you, your organization and/or your clients, Affinity/Resale Opportunities, and/or Collaborative Efforts, Please Contact:
Tom McDonald, tsm@centurytel.net; 608-788-5144; Skype: tsmw5752
