Each
type of marketing that you engage in requires
specialized sales methods to maximize your investment. We recognize that
there is a philosophy to generating leads. Our marketing experience has
enabled us to build an effective delivery platform. As our agents
aggregate interested prospects for you, it is important that the lead is
handled properly.
When a lead is delivered to you, do not ask
them "How Can I Help You"? The answer to that question, 9 times out of
10, is going to be, "you called me". You have to assume they are on the
line because they fit the criteria and you should be able to improve
their current situation. So the first step to effectively working any
lead is the opening conversation and warm-up where you can greet them,
establish a rapport. To do this begin by informing them about your
business and how it can help customers like them, then begin asking
direct questions to better understand their needs.
3-Key Concepts to Remember When Working With Leads:
1:
Be consistent with your sales approach and control the
conversation
2:
Ask
customer direct questions with specific, suitable answers to
your questions.
3:
Don't
re-ask information that is already provided to you on the lead.
INCLUSIVE DETAILS Our lead system will
provide you with the information that the call-agent or other
aggregating source gathered, it is best to confirm this information
rather than re-ask it as this tends to frustrate the borrower.
MARKETING SCRIPT INTEGRATION To simplify the task
of getting your sales members up to speed with taking call-agent
assisted leads. We provide an integrated marketing script that, when
used properly, will provide your entire sales team greater insight to
our approach and allow your sales members to focus on completing
application forms or running credit. Steps typically required when
enrolling a customer into your program.
QUALIFIED SALES METHODOLOGIES
Another important step required to make this type of marketing work for
you is using a qualifying methods. If you have 5 agents dialing in your
office, they will probably transfer anyone who has a pulse that seems
interested in your program. While that may seem to work while paying
them hourly, it definitely does not apply when paying per lead.
So how do you make sure you are getting what you pay for? The
simple answer is; we qualify the lead, and can provide you the audio
file to prove it. Many other lead companies would prefer if there was
not a record of the call. This allows them to point the finger at you
and your salespeople. We take the opposite approach and work with you to
qualify the lead and provide you with the audio file of the salesperson
interacting with the customer. We understand leads will be credited;
it’s part of the business. But at Lead Answer we do not hide from
credits, in fact we provide you with tools to manage them. This builds a
long-term reciprocal relationship with our client partners. With the
following objectives in delivering leads, we succeed where others fall
short.
Like
most things in life, if you continue to utilize a proven and consistent
method you will see consistent results. Do not try to re-invent the
wheel. Follow the program and experience greater success and conversion
rates.
Below we have provided some more strategies and pointers
when working with lead referrals:
MAKING A PITCH -
NO FALSE HOPES OR INCENTIVES. NO INTEREST RATE OFFERS.
DO NOT RE-ASK INFORMATION
ALREADY GATHERED. REDUNDANCY
GIVES CUSTOMERS AN
IMPRESSION OF AGENT AND
COMPANY DISORGANIZATION.
FIND BEST PRODUCT FIT FOR
THE CLIENT'S SITUATION -
EVERY CUSTOMER IS DIFFERENT
AND OFFERING A UNIQUE
SOLUTION FOR YOUR CUSTOMERS
PROVIDES AN EXTRA ADVANTAGE.
SEND OUT PRODUCT OR SALES
INFORMATION -
SENDING DOCUMENTS TO A
PROSPECTIVE CLIENT VIA EMAIL
OR FAX OFFERS INSTANT
FOLLOW-UP COMMUNICATION AND
INCREASES THE INTEREST LEVEL
OF YOUR LEADS.
FOLLOW-UP...FOLLOW-UP...FOLLOW-UP
-
WHETHER YOU'RE CALLING OR
SENDING FOLLOW-UP EMAILS.
KEEPING IN CONTACT WITH YOUR
PROSPECTIVE CUSTOMERS IS
CRUCIAL TO LET THEM KNOW
YOU'RE SERIOUS ABOUT THEIR
BUSINESS AND ARE COMMITTED
TO THEIR NEEDS.
