Closing in on Internet Leads
I've heard it over and over. Internet leads are this: (insert snide remark). Internet leads are that: (insert glowing comment). About the only thing that people seem to agree on is that Internet leads are by far the freshest sales leads yet devised, (next to referrals of course).
It takes only seconds for your web site to receive a request from an online consumer (and if you have the technology in place), validate the information provided by the prospect, and forward it to you.
An Internet lead is also uniquely self-qualified, first by initiating the search for a solution on the Internet and second by proactively filling out the form asking for contact. Not surprisingly, Internet leads are easier to close than other leads, but closing them still requires a blend of courtesy, empathy, aggressiveness, and persistence.
These common sense steps can get you from frustration to close, quickly.
Use email AND sign it.
Typically, Internet leads include an email address. The usual Internet real estate shopped is often very Net savvy and spends more time at the keyboard than the average person.
Email is their link to the world.
Send a personalized message, introducing yourself and your company. Let the prospect how you gained their contact information and why you think you can help them. If you do not already use an email signature, start now. Treat it as a mini-biography, telling your prospect your name, company name, and website address.
Clear your mind, and do your homework.
What do you know about this person? Have you done any homework on them via RealTAG (or any other online data repositories)?
For your mood, a bad day can adversely affect your call, so make sure you are in a positive frame of mind before picking up the phone. Focus for a moment on the prospect. This person is unknown to you, but you can help free them from their financial or other anxieties. You can be their hero if you set aside your own worries and focus on theirs.
In return, this stranger can help you on your road to success.
Do not delay...The early bird gets the...
You no doubt have many things to do, but calling your new lead has to be at the top of your priority list.
Depending on when the lead was sent to you, the prospect may still be online when you call. That means you can begin your conversation while the prospect is in solution mode. Besides, waiting even a few minutes opens the door to a competitor.
Persist...Persist...Persist...
If your system does not allow for you to receive your leads in real time, (and sometimes even if it does), the prospect may not answer your first call.
Stay positive, and direct your energy into being persistent!
Continue to call back until your make contact. You should call no less than six times in a day. Be sure to hit the key hours in a work day:
- before the day begins (7 to 9 am),
- during lunch (11:30 am to 1:30 pm),
- check-out time (5 to 7 pm).
If you have not made contact by the end of the first day, leave a message. Most experts say that up to six calls on the first day that a lead is received can be needed to get a good contact rate.
Connect your call to their request.
The fact that the Internet lead initiated the contact with you is a huge advantage. Be sure to leverage this by immediately reminding the prospect of the action they have taken, and how you can help.
Identifying the Internet as the source of your call carries a bit of a "wow" factor that makes you look technology-forward, savvy, and capable of solving problems.
Be aggressive AND courteous.
After you have connected with the consumer, sell yourself, your solution, and your company.
Never assume that the business is yours. Stay aggressive and focused. Convince the prospect that you are their advocate, offering the best solution for their particular situation.
Most importantly...ask for the sale.
What do you do to ask for the business? When do you ask for the business? I believe that if a person has taken the time to ask for your help, (thereby becoming a lead) it's time to ask away!
Remember, if a consumer is out looking on the Internet, you might think that they are only interested in your services. The reality of the situation is that in the time that it took for you to decide when to call them, in all likelihood they just became a lead for your competitor as well!
Good Closing!
Drew Warmington
Managing Partner
iLeads.com
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