5 tips for converting leads into customers
A whole range of best practices in lead generation help to convert a lead into a customer. appvizer's 5 tips for optimizing your CPL campaigns.
Managing a lead in 5 points
5 words are at the heart of any successful CPL campaign:
- Speed - to position yourself as quickly as possible
- Patience - to repeat your calls in a precise tempo
- Context - to recall the origin of your call
- Simplicity - to present your approach transparently
- Relationship - to build exchanges over time
Tip #1: Lead and speed
It's always important to position yourself quickly on a lead. The more responsive you are, the greater your chances of signing.
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. Be aware, however, that the prospect behind every lead is a professional with a business. As a result, he or she may not always be able to answer your first call.
Don't leave a message, and try to call back in the next few days, without insisting on calling 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.fr, either automatically or manually. So remember to put your call back into its original context.
Remind the prospect that he or she downloaded a white paper, was contacted in response to a callback request, or was 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 immediately 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: Lead and relationship
A lead lost today may be a lead gained tomorrow. Think about optimizing the profitability of your leads in a logic of 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.
To find out more about this article and benefit from even more specific advice, download our presentation.
Article translated from French