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Each
type of marketing that you engage in requires
specialized sales methods to maximize your investment. We recognize that
there is a philosophy to selling leads. Our marketing experience has
enabled us to build an effective delivery platform. As our call-center
solicits interested prospects for you, it is important that the call is
handled properly. When we transfer a live call 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 barrier and usually the most-tricky is
the opening.
3-Key concepts to remember when working with leads:
1: Control
the conversation
2: Ask them
direct questions with specific acceptable answers to that question.
3: Don't
re-ask information that is already provided to you on the lead.
Our
lead system will provide you with the information that the telemarketer
or other aggregating source gathered, it is best to confirm this
information rather than re-ask it as this tends to frustrate the
borrower.
Be
consistent with your sales approach.
To
simplify the task of getting sales agents up to speed with taking a
telemarketed calls. We provide an integrated sales script that when used
properly will provide your entire sales team with a consistent sales
approach.
Another important step required to make this type of marketing work for
you is using a qualifying methodology. If you have 5 telemarketers
dialing in your office, they will probably transfer anyone who has a
pulse that seems interested in refinancing. 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; you qualify the lead, and you have a sound 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 sound file of the salesperson
interacting with the borrower. 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.
1.
Telemarketer Pitch - No false hopes or incentives. No interest rate
offers.
2.
Smooth data transition – Leads delivered to your secure lead gateway
portal or via email in your preferred format.
3.
Smooth customizable introduction - Via 3-way conversation (Lead Alert)
4.
Introduce and qualify - Provide proven scripting. Validate intention.
5.
Verify Data - Do not re-ask information.
6.
Find best product fit for situation.
7.
Send out product or sales documentation
8.
Follow-up… Follow-up… Follow-up
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 funding
rates.
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