Buying Internet leads is a great way to jump start your sales team. Your sales team gets a consistent flow of new prospects and you are likely to save a lot of money on marketing. After all generating lead online is a fine art, which can be very expensive–especially if your marketing guy is learning on your dime.
Even with eager prospects handed to you like gifts, if you’re not prepared you will be less successful. Here are 5 important steps to getting your sales organization prepared to succeed with buying and working Internet leads.
Sales Script
Purchased financial leads are much different than your typical referral leads. These are not leads from a personal relationship or referred by a past client. They’re unique, but not necessarily better or worse–just different.
Ready-to-Close Aged Mortgage Leads
The best way to handle this difference is to get your team ready with a carefully thought out sales script. Spend time training your team to introduce the call (reminding them of their Internet submission), focusing a customer on the phone, and taking control of the sales process.
Call Every Lead
If you want to succeed with Internet lead buys you have to do a lot of calling. And at a minimum you need to call every lead.
Remember these people inquired online. They asked for a call and they had some intent to buy. If you don’t call them you certainly aren’t going to convert. Don’t buy leads for sales people that are afraid to pick up the phone.
Email Campaigns
Keep in mind that these customers applied online and probably like to do business online. Therefore email is often the best way to manage much of the initial contact. Unfortunately, this can be really taxing on your sales team. However, if you set up well thought out email campaigns you can automate much of this initial contact and sort out the best prospects.
Never Lose a Lead
This is the biggest mistake I see with clients. They simply lose the leads. If you want to really be successful in converting the Internet leads you buy you need to get them in a centralized system. This can be a custom database or CRM system.
Always Follow-up
People are busy. Their attention is often hard to get. That means you need to work hard at raising your presence on their radar. Your sales process needs to not only include diligent attempts to make initial contact, but also a good tickler system to stay top of mind. Getting to a deal with financial leads means good follow-up and follow-through.
Get your sales team ready for your lead buying with these simple steps and you will convert more Internet leads into loyal customers.
