5 tips for converting leads into customers
A whole range of good practices in lead generation help to convert a lead into a customer. appvizer's 5 tips for optimising your CPL campaigns.
Managing a lead in 5 points
5 words form the basis of any successful CPL campaign:
- Speed - to position yourself as quickly as possible
- Patience - to repeat your calls in a precise timeframe
- Context - to recall the origin of your call
- Simplicity - to present your approach transparently
- Relationship - to build a relationship over time
Tip #1: Lead and speed
It's important to position yourself quickly for a lead. The faster you react, the greater your chances of signing a contract.
This first tip is all the more important as some leads are sold to several competitors. The first to contact the lead always has a better chance of converting than those who follow.
Tip #2: Leads and patience
The first contact should always be made by telephone. Bear in mind, however, that the prospect behind each lead is a professional with a business. As a result, they may not always be able to take your first call.
Don't leave a message and try to call back in the next few days without insisting on calling on the same day. You'll always get a warm welcome, because don't forget that the prospect needs you.
Tip #3: Lead and context
A lead has been generated by a third party such as appvizer.co.uk either automatically or manually. So remember to put your call back into its original context.
Remind the prospect that they downloaded a white paper, that they were contacted following a callback request or that they were advised about your solution.
Tip #4: Lead and simplicity
The more transparent and direct the relationship, the more your call will be appreciated. So state clearly who you are and the purpose of your call just after setting the context.
The use of key words and short phrases improves the simplicity and comprehension of the propsect: "following your research on the Internet", "software to develop your sales"...
Tip #5: Leads and relationships
A lead lost today may be a lead gained tomorrow. Think about optimising the profitability of your leads with a view to follow-up over time: lead nurturing.
Subscribing the lead to your newsletter or planning to call them back within 6 to 12 months will always be a good way of maintaining this relationship over time.
For more details on this article and even more specific advice, download our presentation.
Article translated from French