What is a sales lead?

A sales lead tells you which company might be interested in your products.

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Contacting a lead

One of the most common question asked by our customers is: "How should I contact these leads?" There is no single recipe for success, but there are some guidelines to follow.

Callers checklist

  • Tell who is calling
  • Determine the goal of your call, e.g. to set up a meeting
  • Open the call by talking about something that is relevant and interesting to your customer, do not assume you are talking to the same person that visited your site
  • Be polite and talk clearly

When to contact the lead?

Web leads get cold fast. You should call the lead the same day you get it or at latest the next day. If you don't feel comfortable telling the customer that you tracked their visit to your website you might want to wait a couple of hours, otherwise sooner is better.

How to contact the lead?

The most effective way to contact the lead is to give them a call. Use the information in the lead email to craft a compelling opening for your phone call -- think about what the lead was interested in during the visit to your site. Pick a product, case study or business area to use in your opening line to capture interest and earn permission to talk more.

Remember what you know: (1) a certain company has been interested (2) in a certain product and (3) a certain person is likely the one making decisions about a possible purchase. This means that you do not know who acually visited your site. Do not say something like "Hi, you just visited our site, but didn't contact us. How can I help?" Use a more subtle approach, such as "I noticed that someone in your organisation is lookin into "widgets" and that's why I would like to come to meet you and tell you about how we saved customer Z £100 000 in "widgetspend" last year." You don't have to state why you chose to call the company in question, the right timing and the right product are usually enough.

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Esendra Ltd generates B2B sales leads that are interested in your products. Our LeadEngine tracks what happens on your website, picks out the hottest leads and distributes them to your sales force fast.