Leads & Following Up: All You Need To Know
What we do for you
We fill your current pipeline of high value opportunities. You receive a whole pipeline of contacts, ranked in different levels of engagement:
Prospects
A pipeline of pre-qualified contacts who are valuable opportunities for you: Qualified 1st Connections who meet your strict criteria
Marketing Qualified Leads
We provide long-term value by building a pipeline of renewal dates and future pipeline for you. This can be done via Telemarketing, Web Chat, Email & LinkedIn:
Prospects who Follow your company on LinkedIn
Subscribed to your newsletter on LinkedIn
Prospects who've interacted with your LinkedIn profile
Prospects who have opted in to contact
Renewal dates & Key Follow - Ups
Sales Qualified Leads
High value leads who want further contact from your sales team. This can be done via Telemarketing, Web Chat, Email & LinkedIn:
Request to sent info and then follow up
Booked Face to Face meetings
Online / Phone Meetings
Requests to Call to discuss
This is about getting you positive responses, this means that leads do come up which will ask for meetings, but also ones who have questions about your product or would like to speak further. This is about getting you opportunities for now and the short to medium term future
What counts as a Qualified Lead?
Here are examples of the types of leads that we generate you:
Sales Qualified Leads To Contact Now - Opportunities which meet the specific standard we’ve agreed with you at the time in writing. This is usually a phone meeting or online meeting.
Sales Qualified Leads For Future Contact - Warm opportunities where we know they have expressed interest and require follow up from you in the near future or at a specific date.
Marketing Qualified Leads - We’ve identified a future opportunity and we’re passing them to you to follow up to capitalise on this.
Here is the definition of a Sales Qualified Lead. Where a Prospect provides a positive response to Agent’s contact, as evidenced by Agent’s proof provided. Examples of this include, but isn’t limited to;
What counts as a LinkedIn Sales Qualified Lead?
Here are the types of LinkedIn Lead:
Requests for meetings
Requests for pricing or information to learn more about your product/service
A question about your product/service
Requests for you to call them to discuss further
A Prospect calling in using the number provided to discuss your product/service
What counts as a Telemarketing Sales Qualified Lead?
Here are the types of Telemarketing Lead:
We’ve established the standard that’s been agreed in the latest Script
We’ve booked phone/online meeting or arranged for you to contact the prospect via phone
A qualified callback or follow up for future contact
What counts as an Email Sales Qualified Lead?
Here are the types of Email Lead:
Requests for meetings
Requests for pricing or information to learn more about your product/service
A question about your product/service
Requests for you to call them to discuss further
A Prospect calling in using the number provided to discuss your product/service
We do our best for this to be provided through our email, web chat and phone channels. However, if a Prospect contacts you directly, prompted by our activities, then this still counts as a Qualified Lead
We work with you to qualify the data we contact prior to contact. Any positive responses from our campaign will count as a lead, even if the lead doesn’t convert or you do not make contact with them
What do I do with the lead?
It’s now all down to you to get in touch with the prospect. Follow-up is where sales are won or lost. Here’s the 3 steps you should take:
Have a good read of the chat with the Prospect so far
Use all the channels provided (Phone, Email, LinkedIn, etc)
If you don't get through on the first try, don't worry. Keep consistent and varied contact:
Phone: Call regularly and try different times, leaving voicemails, sending texts and asking for other phone numbers
Email: Follow up to emails letting them know of the other ways you've tried to contact them and ask for a good time to chat
LinkedIn: Where possible, connect with them on LinkedIn. View their profile and send friendly messages as an additional channel
Top tips for follow up
Tip 1: Use the momentum that we’ve already got for you
A lot of contact has already happened with this prospect so far. What’s more, they’ve given a specific request to take this conversation further. Use that when following up with them.
Reference the previous contact e.g.
“Hi it’s [Your Name] from [Your Company], you were speaking with my colleague and you asked us to [quote the chat or email]. Is now a good time?”
Tip 2: Confirm chats and meetings to make best use of your time
Sometimes things come up and Prospects ask to reschedule. You want to minimise this as much as possible e.g. sending calendar invites to sending reminders.
Tip 3: Follow up in a way that guides the Prospect toward a sale
Prospects need to answer a few key questions prior to giving you the go ahead. Your job as a salesperson is to help them answer those questions. In addition to helping improve your chances of a sale, by helping them work through these questions, you can showcase tremendous service and build a loyal customer base.
Tip 4: Always get an answer
Do you know the top reason that sales are lost? The salesperson doesn’t follow up enough to actually get an answer from the customer. This universal truth presents a great opportunity for Winning Sales for those who do follow up.
Scripts, message and emails used
We like to get your approval on the spirit and theme of the content we use. Due to the nature of dynamic conversations and follow up, we will use our own content to contact and generate Qualified Leads, in addition to the content (emails, scripts and web chat) that you approve. This content is based on our experience and previous results. Choosing to use these methods in this manner would not affect whether a lead counts as a Qualified Lead (please see What Counts as a Qualified Lead). However, we do welcome your input on the content we use on an ongoing basis.
