How to Get Your Organization Ready to Buy Leads

January 28, 2010

IMG_0038Buying Internet leads is an efficient way to pump up sales and reduce marketing cost. Lead buying is a great source of high quality, high intent prospects. Lead buying also gives you consistency in the flow of prospects into your sales pipeline. However, to really maximize the benefit you need to get ready.

Be Ready to Call Your Leads

First and foremost commit yourself and your team to doing lots of calling. People are harder and harder to reach by phone. However, when you buy leads you know you are getting people that have interest, have provided their contact information, and are expecting a return call.

The more you call, the more success you will have buying leads.

Be Ready to Email Your Leads

Like the telephone, email needs to be a critical part of your sales process. Be ready with your emails and approaches. I also suggest that you invest in automating email campaigns with auto-responders or a good CRM system with this integrated.

 

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Be Ready to Talk to Your Leads

Obviously you need to talk to these prospects at some time, so be ready. The best way is to create sales scripts and practice your sales pitch. Learn to open, introduce the product, overcome objections, and close.

Be Ready to Follow-up on Your Leads

No lead ever closes on the first attempt. So be ready to follow-up. Make follow-up a methodical part of your sales process. Create a system of reminders and ticklers that will alert you to follow-up. Your leads will be impressed and you will close more deals.

Be Mentally Ready to Succeed

Finally, and probably most importantly be ready to succeed. Most of the people I see failing with Internet lead buying were beat before they started. Their attitude beats them before the first call.

About Troy Wilson