- On November 17, 2017
- In Lead Generation, Marketing Automation
- By Jessica Brick
Download and discover how aligning your sales and marketing teams can improve the efficiency of your sales pipeline.
First impressions count for everything. Or so they say. Like when you meet your other half’s parents for the first time, it will be remembered for a lifetime – good or bad.
It’s the same in sales. Your very first contact with your leads needs to leave a positive, lasting impression. But how do you do this when you barely know anything about them? Or at least nothing more than what’s in front of you which is likely age-old unreliable data.
Your prospects want to know these 3 things from the off:
1) What you can do for them
2) How you can make their life easier
3) How much of their time you are going take up
They don’t care that 12 people have hung up on you today or are super behind on your sales target. You need to get straight to the point. Hence why you need to know what your prospects interests are before you pick up the phone.
GatorLeads allows you to identify where your leads come from, and the channels and content they engage with. This can provide you with a wealth of insight into the topics they are researching, and buying intent.
Yes, all this before you even have a conversation with your leads! Our sales team use our tools to go all ‘Big Brother’-esque on their prospects, minus looking like a creep. It helps define the foundation of your pitch, conversation and finding common ground. After all, people want personalisation, and without it, you’ve got nothing to offer.
Once you’ve identified your hot leads you need to call them almost straight away. Maybe not so fast you scare them away, but enough to impress them with your intelligence and process.
Your prospects will buy when they are ready, not when you are ready to sell (which you probably are every minute of every day!). So it’s a good idea to maintain regular, non-invasive contact until then.