Lead Handling Best Practices

basheddockSoftware and s/w Development

Feb 21, 2014 (3 years and 7 months ago)

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Lead Handling Best Practices

360Partners Lead Generation

Our goal at 360Partners is to
help you grow revenue
.
Thousands of businesses use our phone
-
screened,
targeted leads to complement their marketing
programs and help salespeople sell.


Experts in online marketing and lead generation


Generates and qualifies leads in over 90 categories


Working in search and lead generation for over 10 years



Started lead generation service in 2005, experience with internet
sales leads since 2000


35 employees


Staff phone
-
screens leads 7 days/week


Located in Austin, TX



Over 1,000 satisfied businesses use our marketing service



Learned a lot in 10 years about what to do (and what not to do!)
to successfully sell internet
-
based leads

About 360Partners

3

Several Ingredients Needed to Successfully Close Sales


Compelling products and services, competitive pricing



Strong , responsive sales staff



Steady stream of targeted opportunities



Following best sales practices for sales leads

4

Internet Leads are Different Than In
-
person or Tradeshow Leads


Extremely time sensitive



Leads may or may not have knowledge of the products, or even
know exactly what they want



Prospects are more likely to be comparison shopping


There are 6 Best Practices for Successfully Closing Internet Leads



5

Best Practice #1: Receive Leads That Work for Your Business


Get leads for the products you sell best



Get leads in the geographic areas that you service



Receive leads that are pre
-
screened to save sales rep time







Note: together we can adjust profiles to match just about any product/geographic situation


6

Best Practice #2: Send Leads Directly to Sales Associates

Route leads
directly

to qualified salespeople


The more reps that receive the lead, the better


We have found that close rates are
4 times higher

when leads go
directly to a qualified salesperson


Sales or marketing manager can still:


Remain the primary contact on the account


Control all aspects of the account


See all the leads


Leads are most important to those whose paycheck and livelihood are
at stake. Get leads to them first.

7

Best Practice #3: Call Leads Quickly


Being the first call to a customer can be the difference between
closing the lead and not


Call customers within the first 5 minutes of receiving a lead

o
Frame the conversation before your competitors


tell them why
they should choose you

o
Customers choose the first company that calls 78% of the time
over the others

8

The Faster You Call, the Better Your Contact Rates

9

Best Practice #4: Call Leads 6 Times

In a study of over 15 million leads, an
independent source found that a salesperson
that contacts a lead 6 times had a 93% chance
of reaching a customer.

Six Calls=Success

10

One Supplier’s Formula for a Consistent 8% Close Rate


Day 1


Call lead immediately. If not in, leave voicemail message.


Email the prospect directly after call attempt


Call again a few hours later


Day 2


Call again, if no answer leave polite voicemail


Day 3


Call again, if no answer leave polite voicemail


Day 4


Send email, referring to previous 3 voicemails


Day 5


Send email, referring to previous 3 voicemails and 2 emails



This works for one supplier. What might work best for you?

11

Side Comment about Leaving
VoiceMails


Less is more


We all dread the super
-
long
-
yet
-
super
-
informative voicemail



Give the prospect a compelling reason for calling you back



Refer to the
prospect’s pain
, not to the features of your
products/services



Give an indication of the time commitment they will need to make


Hint: keep time commitment short to ensure call back


Example Narrative

“Bob, this is Jeff from Best Telecommunications. I received your quote request for
T1 service. I’ve been doing some research on your situation and have some
interesting thoughts on how we can help. I only need about 10 minutes for us
to figure this out. If you want to learn more, call me at…”


12

Best Practice #5: Mention How You Received the Lead’s Contact
Information


Where did you get my name?


Customers are
3 times more likely

to listen to a pitch if you
mention how you obtained their information


Example Narrative:

“This is John from Best Telecommunications. I received your information
from a request you
submitted online

seeking quotes for business phone
service. Is now a good time to talk?”



* Note the specific use of “submitted online” above (works better than mentioning
“360Partners”, as this
can confuse
prospects).

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Best Practice #6: Track Leads Throughout the Sales Cycle


Most suppliers close at about 5
-
12%, depending upon the product or
service


More complex services/products have a lower close rate


Less complex products tend to have a higher close rate


Track leads throughout the sales cycle


Record every lead in a database or CRM

o
Data Integration

o
Manually


Create a funnel


Record lead source


Track results



Note: 360Partners can route leads directly into your
salesforce

CRM,
speeding up leads and increasing accuracy (note: a small fee applies
unless you are on an annual contact)

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Other Things to Know about 360Partners


Invalid lead policy: leads will be considered for refund only if they:


Are not for the products you specify in your profile


Not in the geographic areas in your profile


Invalid phone number (i.e. will not ring)


From a competitor


Want us to deliver this presentation to other members of your sales staff?


Contact Larry Spears, Sales Manager, at (512) 342
-
1776
(larry@360partners.com)


Want to expand your profile, update your credit card, or integrate leads directly
into your CRM? This, or any other questions, please contact:


Rachel Tolander, Customer Service Manager at (512) 342
-
8800, x346
(
rachel@360partners.com
)


Note:“Replies” to lead emails for customer service issues will not be seen.
Please email Rachel directly
. Thanks!


Welcome to the 360Partners family! Don’t hesitate to contact us if you
have any further questions or can think of how we can help you
increase revenue. We wish you much success growing your business!

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