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How you
approach a lead that was obtained online is paramount to your
success.
Most respondents
coming from pop-ups, co-registrations, banners, freebie sites
or survey offerings are being inundated with offers at the
same time they opt-in for yours. These people forget where
they opted in and for what. They can have up to 20 different
people calling them within a few days. On these leads, email
a reminder to them stating whom you are and that you will
be calling. Restate the offer they opted in for in the first
place. (This does not always work since some people only read
their emails sporadically). When you are calling them, try
to let them know within the first few seconds what your offer
is & where you got their name. For example:
Hello
Sue, you asked for the facts about our $299, 9 day Vacation
Package and I am the customer service rep assigned to answer
all your questions. I am Mary. Lets see you were on another
site when you checked our FREE info box. Do you remember doing
that for a 9 day Orlando, Bahamas vacation?
If you
get this far, you have a good lead.
Leads
coming from Search Engines are shopping. These people have
most likely filled out request forms from 5 or 6 of your competitors.
This lead is waiting for your call and is shopping for your
service along with price. Aim your pitch towards whatever
makes you the best choice.
Solo E-mail
Marketing leads are the easiest to work. They too are waiting
for your call but you usually have not been shopped. If you
call or email these respondents within a few days you will
get your best response. Longer than a week and they get on
the search engines again. The only difference in this pitch
from your normal one is that you would open with: "You
answered an email about etc., etc. "
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