6 Selling Tips for Internet Leads
Internet leads are unlike any other sales leads: They originate from a different source; they are delivered faster; and they represent a different kind of consumer, one further along in the sales cycle. Approaching these leads with a traditional sales approach could cost you sales.An Internet lead originates with an online search by a consumer seeking a solution to financial challenge. This fact alone distinguishes an Internet lead from any other leads, since it indicates a proactive, solution-oriented mindset. All other leads are a reaction to enticement—an ad, an offer, a giveaway. The consumer takes the “bait,” but the impetus came from without, not from within. An Internet lead represents a consumer who is self-motivated, and thus much more interested in buying.
The depth of interest in confirmed in the next step of gathering an Internet lead: the consumer completes an online form requesting contact. The significance of that step is two-fold: 1) the consumer is further qualified by his or her willingness to share information in a form, and 2) the consumer knows upfront that he or she will be contacted by a professional, and agrees to the arrangement. Truth is, the consumer wants to be contacted by someone who can help.
Knowing these facts, here are six things to keep in mind.
- Put yourself in the moment. No matter what kind of day you are having before you call, and no matter what lies ahead afterwards, you need to put all of your focus and energy into the call. Take a deep breath. Clear your mind of stresses and worries. Remind yourself of your personal goals, and remember that the path to your success passes right through your phone. Picture your prospect as a partner, someone who is going to help you achieve your goal.
- Dial as soon as the lead arrives. iLeads.com will “scrub,” enhance, and email your Internet lead within seconds of the time the consumer submits the form. You have an opportunity to reach the consumer while the financial issue is still top of mind. In fact, the consumer may still be searching online when you call! Even if you have your leads delivered in a batch, or were out of the office when the lead was delivered, you can still reach the prospect in a buying frame of mind. The key is act on the lead immediately. A delay of even a few minutes could provide a competitor with an opening, since the consumer may have completed more than one online form.
- Multitask with email. Internet leads always include an email address. An online lead is much more predisposed to do business online than any other lead, so be sure to leverage this to your advantage. Have a strong introductory email ready to send at a moment’s notice. Make it a standard practice to personalize and send your email while you are calling the lead. Make sure your email reinforces the fact that the consumer made the initial contact, and you are “just” following up. Getting your name in front of the prospect and showing your eagerness to help will reinforce your image as someone who wants to help.
- If at first you don’t connect, call, call again. Unanswered calls are disappointing, especially if you have gone through your pre-call routine. Sending the email outlined above can take away a little of the sting. Coach yourself not to be discouraged. Have a plan to call back six times a day at pre-set times. Make sure three of the times are around lunch break (11:30 – 1:30), at the end of the workday (5 – 7 p.m.), and early in the morning, as people are arriving at work (7 – 9 a.m.). Sticking to a schedule keeps emotions on an even keel and increases the likelihood of reaching the prospect and making a sale. On the last call of the day, leave a message. Make calling the first thing you do the next day. Do not give up until you have made contact.
- Serve boldly. The most successful sales professions appear to serve, not sell. They are an advocate for the prospect, helping them to solve a problem with their best interests in mind. This posture is particularly easy to take with Internet leads, since they come to you. Keep in mind, however, that a service is not a passive. Be bold. Ask questions. Listen carefully. Dig beneath the surface. Stay in charge of the conversation. Speak a bit more loudly than the prospect, projecting enthusiasm and confidence. Never assume the sale is yours. Keep the focus on the solution you are offering.
- Ask for the business. Once you and the prospect have reached agreement on a solution that meets their needs, do not hesitate to ask for the business. Offer a positive next step, such as sending out documents to be signed or setting a date for an appointment. You have earned the business. Ask for it!
