How to Close Internet Sales Leads
- Always make sure that you know the following before you go into the sales process:
- Who is making the enquire?
- What are his/her wants and needs?
- How can my product help the prospective customer meet their needs?
- What is the Unique Selling Point (known as USP) of my product to them?
- How does the prospective customer perceive the value of my product?
- Who will be making the final decision?
- Do I have a product to fit their budget?
- What is their phychographic? (their wants, needs, likes, dislikes)
Your first sales challenge with Internet leads is to adapt your selling systems to Internet time. It is important that you follow up with Internet prospects quickly, within minutes is best, but you should always follow up within 48 hours maximum.
In the Internet lead business, we find two groups of characteristics with prospective customers. The first group is shopping to see how much products or services would cost if they bought them. Often, these individuals are collecting information for a meeting in their organization on this topic. They remember which sellers responded quickly and which did not. The second group is trying to solve an immediate problem. If you can provide these prospective customers with an immediate solution, you will enjoy a high closing rate. If you don’t provide a prompt response, you allow your competition the opportunity to close a sale before you make your first contact.
Try to solve problems when communicating with the prospect.
Practice consultative selling techniques with Internet prospects. Focus your communication with the prospects on how you can solve problems with your product or service instead of just “thumping your chest” about how good you are. People value and appreciate gaining more topic expertise during their agent evaluation and remember those agents who show a willingness to help solve a problem. Conversely, agents who give prospects the impression that they are just trying to make a sale, create a bad impression. This approach is especially important with Internet leads because buyers and sellers are not face-to-face, and the bonding opportunity that occurs with personal selling is nonexistent. However, you can create a good impression with prospects by sending them an e-mail or leaving them a voicemail explaining to them you would like to help them solve their problem.
Customize your response based on the information provided and make sure you ask the right questions.
When you receive an e-mail request, read it three times before you respond. This allows you time to correctly interpret the request. If you speak with the prospective customer by telephone, ask probing questions about what brought about the need for them to contact you. Ask what criteria they will use to make their buying decision. Customize your response to address what you learned or surmised. If the prospective customer ask questions, remember to answer each one individually, and reconfirm that they understand your answer. Allow them to ask follow up questions to make sure they understand your responses.
Continuously strive to improve your follow up techniques.
Always strive to work more efficiently and improve your closing rate. Regularly evaluate your follow up techniques with the stated objective of trying to improve your processes.
Make note of the processes and techniques you encounter when you shop for goods and services on the Internet. Think about the best practice techniques that get your attention, and try to adapt them to your systems.
Ask for referrals. If you have someone interested in your product, ask if they have a friend or family member you can assist in providing advice or help with their insurance needs.