Top Sales Strategies And Lead Management For Online Sales Leads

Online sales leads are often underserved customers and many times ignored. Some surveys show as many as 60% of online customer inquiries never get follow-up. However, smart sales strategies and proper lead management can turn these online customer inquires leads into gold.

Since online lead generation is still a volume game, being organized and methodical is crucial. You need a plan and you need to execute that process relentlessly.

Start with a Script, End with a Conversation

Like I said these are more than likely damaged customers. They either have never been called about their Internet inquiry or they have only lackluster follow-up. Consequently, that first call is going to need a smooth, empathic introduction. I recommend scripting the first 5-10 seconds.

After the opening script though it is about a conversation. Many of these clients will have already been hit by a churn and burn call center. They are expecting you to jam them into any old product--break the pattern show them you are interested in their needs.

Focus on Trust Building, Climb the Distrust Mountain

The first and constant theme you need to reinforce with these customers is trust. They need to trust you, which means you are continually reinforcing your promises. One of my favorite illustrations comes from a mortgage industry blooger who describes it as, "Scaling Distrust Mountain."

Morgan Brown is talking about the sales and lead management process for working Internet leads. This process is critical and success all comes back to a very basic technique:

Make frequent, small promises to the customer and NEVER break one.

This simple and easy technique, will put you head and shoulders above the majority of your competitors--bringing you a trusting, loyal, long-term client.

Listen First for Better Solutions

Another key element to trust building is really trying to help the customer. That means listening first. To find the right product or recommend the ideal solution you need to understand their complete problem picture.

Listen, ask questions, and then offer choices. Recommendations that a customer understands and has some participation in always makes for the best solutions.

Follow-up, Follow-up, Follow-up

Much like promises and "scaling distrust mountain" following up is your commitment to that client. Make sure you do it diligently.

Give them your email, work number, and cell phone. Make them feel comfortable contacting you at any time with questions. Try to answer every email or phone call within twenty-four hours--even if you don't have the answer.

Even better, be proactive. Give them frequent updates even when nothing is going on. So, often people lose deals because a client was stewing in confusion and misunderstanding. A quick five minute check in will seal a lot of business.

Lead Nurturing Brings Future Buyers

Not all customers are ready to commit to a purchase or are still nervous about their authority to say yes. That is okay, but don't treat them like many others do. Those customers don't go into the trash can--they go into your lead nurturing campaign.

Put these aged lead customers on an email list, tickler file, or professional lead management system. Educated them, check on them, and when their needs change be ready to help.