Email Techniques

Just a quick blurb today on techniques with initial follow up on a newly generated lead.

Did you know that the chance of converting a website lead decreases 100x if you contact them 30 minutes later vs. contacting them 5 minutes later? An MIT Study conducted on converting leads proves this. (http://www.leadresponsemanagement.org/mit_study). The MOST important thing with converting leads is response time. We are living in an information NOW time and if people don’t receive an answer or response to their inquiry within 30 minutes, they will find somebody else to give them an answer.

The key with the first contact of a new lead is to as listed previously:

1. Build rapport- you can do this by introducing yourself and stating why you are calling. Go 3 deep with questions, that means don’t take surface answers as the real meaning behind the questions you ask. Use phrases like “Tell me a bit more about that “ and “help me understand why”

2. Provide Value- Answer questions and ask questions to prove your credibility, create expectations and to build a trusting relationship. You want and need to become the new lead’s “go to guy” Remember, the lead contacted you which means they trust that YOU are an expert in the field they are requesting information on. Take notes on what you talk about, this will help for the next appointment and building future rapport

3. Close the sale- you may not sell the product on the first contact, but it is crucial that you at least set the next appointment, whether it be in person or a follow up call. The close also includes what you do after you hang up the phone. Review the notes you made during the conversation and send your contact a Thank You note. This will serve as a second contact with the client without being over bearing.