Contacting your leads quickly: a guarantee of success?

When you quickly recontact incoming B2B or B2C leads in your sales pipeline, you increase your chances of converting these prospects quickly. By reacting within 5 minutes of receiving a request, you are 7 times more likely to qualify the lead and bring it into your conversion journey, to speak with the right person, and also to convert this prospect before your competitors.

Why is it important to contact your leads quickly?

Quickly contacting your leads when they have carried out an action on your website allows you to integrate them directly into your sales pipeline and bring them into a personalized sales journey. By contacting them without further delay, you will have an easier time converting them into a customer. Rule #1 therefore: don't waste time calling them back, because otherwise, they could ultimately no longer be interested in your product or service, or worse, turn to the competition.

Start your discussion by debriefing on recent actions taken by your prospect. The objective is to show them that you know their interest in your business, and that you are trying to understand their needs as best as possible. Promote their initial confidence, and show them that your company can help them solve their problem.

How to call back a lead?

When a prospect downloads one of your online content, takes a look at your blog, or spends some time on your site, they can be considered a sales lead. Next step: make contact.

But how do you call back a lead effectively?

Consider this first call as an opportunity. Do everything you can to make a good impression and leave a positive image of your company in the mind of your interlocutor. Establish first contact intelligently, prepare yourself. Try to best qualify the lead by assessing its level of maturity in relation to your offer, and then implement the appropriate actions to convert it.

During your exchange, remember to differentiate yourself. Communicate your strengths, those that set you apart from the competition. Thus, he will have all the answers to these questions to make his choice in the best conditions. This argument also allows you to establish a climate of trust with your prospect.

Be careful, however, if you push too hard and too soon or, on the contrary, if you go too slowly and too late, you risk losing a sales opportunity.

Finally, during the closing phase of your exchange, you must be precise and pragmatic. The main thing is to show your interlocutor that you remain at their disposal for a future telephone meeting or any other means of communication at their convenience. Finally, despite your best efforts, some prospects will not be mature enough to take the next step. For example, they need more time to think, or they do not yet have the necessary budget to purchase your product or service. So try to keep in touch with them and try to call them back a few weeks, or even a few months later.

And above all, don't forget to analyze the maturity level of your leads

Succeed intransform a contact into a customerrequires quality support throughout the purchasing process. Based on “lead nurturing”, this strategy consists of feeding your prospects with relevant and reassuring information. It is therefore important to have strong arguments likely to convince them and reassure them in their purchasing decision.

Your prospects have been the subject of a first attempt to contact a sales representative. At first glance, they seem interested in your business or your products/services. However, a doubt persists. Two possibilities are therefore available to you. Either you decide to upgrade them to customer status, or you exclude them from your customer journey. It will then be considered off-target.

Recontacting a contact who is not interested will only waste your money and time. However, take the time necessary toqualify your prospects as best as possiblein order to avoid excluding them without valid reason, and thus potentially missing a business opportunity.

Once the first attempt at commercial contact has been made, you will then classify your leads into 2 categories: uncontacted leads and contacted leads.

Unreached leads correspond to contacts who have completed a form and who do not respond to your telephone requests. Even if they are interested, they are not yet ready to contact a salesperson.

Regarding the leads contacted, these are prospects who have interacted with you and listened to your pitch. After exchange, you can classify them into different phases: "acceptance" (the contact works the first time), "off target" (the contact does not meet your criteria), "refusal" (the contact is not convinced), "hesitation" (the contact expresses some objections).

It is important to test new commercial prospects, to compare the results before and after using relevant indicators taking into account your business and your objectives.

What is certain is that the longer you wait to call back a lead, the less chance you have of converting it. By contacting your leads quickly, you optimize your chances of transforming them into customers! So don’t wait any longer… 5min ;)

At hipto, we are constantly refining our Conversociads© lead generation solution to guarantee you better commercial performance. A need? Contact us:

• contact@hipto.com

• +33 1 76 39 06 68

Sources:

• Homere Agency

• Citizencall