How to connect with Leads? 11 tips you need to know
There is no recipe for connecting to Leads, but there are some tricks to make the process simpler and more efficient
When a salesperson of capital smart city Lahore arrives at work, opens his computer and sees new Leads in the pipeline ready to be approached, his eyes even shine. After all, this means new opportunities to close deals and meet goals.
However, to complete a sale and win this customer, a long path needs to be covered, and we know how arduous this path can be.
To get started in the right way, you must first make a good connection with Leads.
You know that saying that “first impression is what lasts”? Well, it’s no different when we’re talking about the sales process. This first moment of contact with the potential customer is a great opportunity to gain their trust and get the necessary information for the next steps.
With that in mind, we’ve separated 11 hacks to make the process of connecting to Leads simpler and more efficient. Follow up!
The importance of making a good connection with Leads
As we said in the introduction, connecting with Lead is a great opportunity to make a positive impression on that contact. But if not done right, this conversation can also damage your relationship with that person or company.
Contrary to what many might think, the first connection with the Lead should not be used to talk about the products or services that the company offers. In fact, this is the time to make your Lead understand the problems you are trying to solve, even if you don’t know exactly what they are.
In this call, it is also possible to obtain information about the contact to direct the approach. In addition, this conversation also serves to qualify the Leads that have the most profile to become customers.
Ideally, at the end of the connection with the Lead, the seller is able to say whether or not it is worth continuing to invest time in it, whether it is necessary to seek the decision-maker of the company where the Leadworks or whether it needs to be nurtured by more time until you are ready for a new approach.
11 tips on how to better connect with your Leads
Now that you know why invest in a good connection with your Leads, check out the practical tips on how to do this!
1. Know the Leads before going off-hook
Before making the call, it is necessary to understand if the Lead is fit, that is, the right profile to buy and benefit from what your company offers. Such action avoids wear and tear on contact and wrong sales, which can generate losses in the future, such as the dreaded churn.
Then make a plan to see what information you must extract from this consumer to qualify them. This is a strategic task to analyze if it is really worth talking to the customer and intensifying your company’s value proposition.
After this activity, you can start researching about the consumer. Evaluate:
- what he sells;
- how he manages to have money;
- who are the decision-makers;
- what are the partner companies and competitors of his company;
- customer reviews on online channels;
- How he browsed his own site (which emails he clicked on, what materials he downloaded).
All researched and annotated? Now you can call Lead!
2. Establish a standard process at every sale
In most organizations, the number of Leads is greater than the number of salespeople to approach them. Therefore, having well-defined stages and deadlines is essential to optimize the professionals’ routine.
Standards for sales vary according to each company, but when we talk about Inbound Sales, the basic division is made into 4 parts:
- To connect
- To explore
- To advise
Salespeople identify customers or companies with issues that fit the solutions offered by their organization. They then contact these Leads to help them prioritize an issue and qualify them.
If the Lead has the ideal fit, the salesperson begins to explore the problem and think of the best solutions, turning this contact into an opportunity. Finally, the professional will advise you with an offer compatible with the need for this Lead.
At each step, consider two criteria to know which Lead to prioritize:
- how close is the Lead to closing the deal, that is, at which stage of the sales funnel it is;
- His familiarity with your company, as it is easier to sell to a Lead who already knows your services.
3. Listen to the Lead
As we said, under no circumstances start the conversation with the Lead informing the benefits of your product? This is a classic mistake for professionals, who are often eager to close a deal. However, the first contact is to listen and not to talk too much.
When you call the customer, your goal is to better understand who they are and what their pains are. So, listen a lot and ask about your needs, you’re routine, and your obstacles.
This tactic will help you find the best solutions for him or even not take the business process any further.
4. Invest in a CRM solution
Don’t trust your memory! Record all information exchanged with your Lead. They will be important for any stage of the sale and can help to create the best speech to get in touch with the consumer.
For this activity, CRM is the ideal tool, as it manages to gather all the information about the Lead.
By using the system, you have access to the history of all consumers. Furthermore, the tool allows integration with other software, such as those focused on marketing automation. This union generates many insights into the business process.
You might be thinking: It’s cool to have this tool, but CRM is only possible in large organizations and it’s very expensive.
None of that! There are complete and more affordable systems, such as RD Station CRM, which suits all business profiles very well.
Do you know what else CRM can be useful for? To run the next tip!
5. Present a custom solution
Nothing better than listening to the customer say the phrase: “this is exactly what I need”. In a few words, you have the payback you need to proceed with the sale. And do you know when you will hear such a statement? At the moment we offer a customized solution.
To assemble it, it is necessary to gather as much information as possible about the buyer. Remember when we talked about how CRM was going to be useful to you again?
It is at this stage that you should abuse the tool. If you registered everything correctly, she will be your right-hand man to address crucial points in the dialogue with Lead.
Using personalized presentation as a sales strategy, you prove to the customer how your business can solve their pain, strengthen the relationship and generate more trust.
6. Always define the next steps
In sales, we cannot let loose ends or wait for the contact to cool down. Before ending the call, indicate the next step to be taken, which could be an email exchange, an appointment… The important thing is to create an opportunity to connect again with the Lead.
At this stage, be emphatic but not arbitrary, so as not to frighten the consumer. Also, be careful not to promise what you cannot deliver.
7. Follow-up to generate a connection with Leads
In Inbound Sales it is the customer who finds the company. But that doesn’t mean you’re exempt from dedicating yourself to it.
As much as the Lead is interested in your product or service, he won’t make the effort to stay in touch. This relationship cultivation comes from the seller.
So, set aside time in your schedule for follow-up. Take the opportunity to add value to your business and show how much that person is important to you.
It can be a quick call, asking if you have any questions, or even an email, with a tip and extra content.
Always keep in mind your customer, who is just as busy as you are.
8. Get faster to yes or no
If there’s one thing that makes salespeople impatient, it’s the lack of response. Sometimes you’ve been talking to contact for weeks and he can’t decide whether to buy or not.
How to accelerate this step? For each stage, there is a hint. Check out:
Identify and connect
Inevitably, you will interrupt your Lead. With this in mind, make this contact in order to add value and involve the consumer. A great tip is to clearly explain the reason for your call and have a personalized speech.
Here, the professional must go deeper and better understand what the Lead is needing. The advice for this moment is to study the customer and the segment in which he works a lot. Talk to him and have strong arguments for all objections.
If, for example, you see that it has a fit but no cash flow, you can speed up the process and reach a no.
If no impediment is identified for the consumer to purchase their solution, it is the seller’s role to accelerate the sale and show the Lead the urgency of solving that problem and reaching the yes.
At this stage, issues such as price, need for complimentary products and who is the company’s decision-maker need to be resolved. Still, unexpected situations can happen, as it is difficult to control all factors of a sale.
If you feel that the customer wants to back off, use sales closing techniques, such as exploring and remembering how much pain your product or service can solve.
9. Know the best time to postpone a sale
There are several factors to be considered at this time, but we can highlight three:
It’s no use trying to sell to someone who accessed your channel in just a week if the person doesn’t know your business very well.
You will need to educate her. So, if the customer has enough maturity and other points highlighted above that make him have a good fit, close the sale.
Otherwise, contact us again in the future.
Sometimes the customer will need complementary tools to purchase their solution.
You should make this clear and, if he doesn’t have the structure ready, postpone closing the sale for another time.
As much as the Lead is interested in your solution, maybe he just doesn’t have enough cash flow to close a deal with your company.
In this case, it will not be possible to complete the sale.
10. Know how to handle the objection
Selling is not an easy task. The customer will come with several arguments not to buy. Know how to handle rejection and avoid as much as possible coming up with objections at the decision stage.
A tip, when the consumer asks a lot about something defined in the commercial process, is not to respond immediately. Rephrase and return the question so that he comes to a conclusion “on his own”. Go back to relevant points from previous conversations.
If, even so, he gives up at the end of the sales funnel, thank him and see the possibility of talking again in the future.
11. Study your performance
We can always improve our performance, do you agree? Therefore, a tip to make a connection with your Leads is to learn from your own mistakes and successes.
Record your calls, listen to them with your sales manager, and try to find ways to improve your speech and methods.
Script to generate a connection with Leads
To show you how to apply these tips in practice, we’ve prepared a kind of roadmap to help salespeople generate a connection with Leads.
There is no formula that works for all cases when it comes to connection with Leads. Therefore, what we bring below is not a script for every moment, but a small guide with the points that should be observed throughout the conversation, as well as questions that can help.
1. Introduce yourself
Keep it simple and brief. Give only the most basic information so the Lead knows who he is talking to. For example: “good morning, this is Louisa from Resultados Digitais”.
After that, give the person time to respond, a strategic break for the contact to come up with a reaction. It may be that he recognizes your company, establishing a connection, but it may also be that this work takes longer.
2. State the reason for the call
Your Lead is certainly approached by other companies and may have been traumatized by telemarketing. For this reason, encountering resistance to telephone contact is common. Here, a tip is to explain at the beginning how you got this Lead contacted, in addition to the reason for the call.
For this, it is very useful to have a marketing automation platform, which allows you to know the latest conversions of this contact and which motivated the call. One example is RD Station Marketing.
For example: “I’m contacting you because I noticed you downloaded our eBook on how to generate more sales by analyzing data in CRM. What did you think of the material? Do you already use this tool today?”
This can be a way to break the ice and to be seen as a reference on the subject, a person with whom lead can answer your questions about the subject.
Asking about the same subject on which your Lead came to your company is a great way to break the ice. In addition, he may see you as a reference on the subject and want to receive more information.
3. Show that you want to help
Showing a genuine interest in the Lead’s issues makes it easier to get more information about this contact.
The salesperson may, for example, ask: “Are you responsible for activity X in the company? How is it to do this work?”
So you understand the daily life of this professional and can think about how the solution you offer can help you.
4. Generate connection with Leads
With the issues the Lead faces in mind, the salesperson is able to figure out how to connect with the Lead. Use your past experiences to generate a connection: “We have customers in your segment who have gone through the same difficulty and we understand that this makes them deliver less results. Have you ever stopped to think about how this might affect your deliveries?”
If you see more openness, stay on the same line, but ask deeper questions that allow the contact to open up more. For example: “I’ve worked with other businesses that have gone through this, and I understand that it affected points X and Y. Does this happen to you too?”
Listen carefully to the customer and let them talk without interrupting, guiding them with open-ended questions whenever possible.
5. Confirm that the Lead is interested in solving the problem
The Lead needs to understand that they need help, but that understanding must come from them, not the seller. So instigate that need. A tip is to use questions like: “if we could design a strategy to solve problem X, would you be interested in talking about it?”
6. Define the next steps
We’ve already talked about the importance of defining the next steps. To close the call, define the next step. For example: “What do you think about scheduling a conversation with more time to think together about this solution?”