Every business needs new leads at some point. There are many ways to generate sales leads, but buying a targeted, customized list from a recognized list broker is the quickest way.
So… what do you DO with these Targeted Sales Leads?
Regardless of whether you are selling a product or service, there are five fundamental actions that a salesperson must glean from their prospect to make the sale. Once you have your sales leads in hand, aim to follow these guidelines:
ATTENTION: You must get your prospect’s attention—don’t be boring! You can do this by mailing them a lumpy package or using a standout subject line, for example.
INTEREST: Pique their interest in what you offer by demonstrating what makes you or your company unique.
DESIRE: Your sales leads must want what you’re selling more than what your competition is selling. That makes sense. You can build your sales leads desire by demonstrating the benefits of doing business with you.
JUSTIFICATION: Use demonstrated ROI and factual information to explain why they should choose you. Don’t just tell your sales leads what you do; tell them what kind of experience they can expect when doing business with you. If your sales leads choose to do business with you instead of your competition, how will that change things for them?
CALL TO ACTION: Don’t forget to place your call to action in your marketing materials. Your sales leads need to be able to have their questions answered before they will buy.
There are numerous ways to close the deal with your sales leads, such as:
Ask: You ask your sales leads if they’re ready to order. You ask for the sale directly.
Bundling: Some of your sales leads will appreciate getting a “deal,” so if you bundle some of your products or services together, they will be more likely to buy.
Urgency: Present your sales leads with a time-sensitive offer that expires relatively soon.
Sample: Give your sales leads a sample of your product and then give them a time-sensitive offer.
Reduced Price: If price is an issue for some of your sales leads, offer them a “lite” version of your product or service for a discount.
Regularly following up is one of the most effective ways to initiate sales with these leads. Here are some more tips:
Listen more than you talk: Have you heard the expression, “There’s a reason why you are born with two ears and only one mouth?” If you spend more time listening to your sales leads, you will often hear things you would have missed. Don’t assume anything. What are your sales leads priorities? What is their pain?
What’s in it for Them? What benefits will your sales leads experience if they buy from you? Focus on how their situation will change if they become your customer.
Please Get to Know Them: Try to contact your sales leads on the phone at some point to get to know them. This will help you connect with them and understand their needs and problems.
Don’t Be Pushy: In business, people plan at different times than they buy. Keep this in mind. Sometimes, silence means “not right now.”
Be a Resource: We always tell our sales leads to use us as a resource for their company. Your list broker can provide a lot of great information—for free!
If you try to do some or all of the above with your sales leads, you will be much farther ahead than if you were to do nothing with your list of sales leads.
However you connect with your sales leads, remember that the operative word is “connect.” Please don’t buy a list of sales leads and put it off because you are too busy running your business. Use that list to connect with them. Creating that personal connection can be the start of a long customer relationship.
