How to convert cold leads to Prospects
Before we begin with the methods, tips, and techniques, let us take a second to understand what is a cold lead. They are basically your target market. You want them to know what purpose you serve. But they are unaware of what they need you until you speak to them, or spend time getting in front of them to dazzle them with the delights of what you have to offer. cold leads are those people or organizations who never contacted your company or displayed any interest in your service/product. On the other hand, a warm lead is anyone who has shown interest in a product or service. Might be by following your organization page on social media, signing up to your email newsletter, as a referral from a known or previous client or some other expressed interest.
Now you might be wondering about how to classify leads? Well, lead qualification criteria are characteristics that help to classify a lead. Owing to the degree of its willingness and readiness to buy. Through this qualification, one can differentiate, in terms of making a purchase, the leads with the most and least potential: hot, warm, and cold. If you are in sales, you would want your cold leads to become hot leads. Since hot lead is a qualified lead. Extremely interested in your product, and is ready for direct contact asking for the sale. But keeping this aside we all know that nobody is willing to waste their time listening to a person they don’t know. No one would be impulsive enough to buy a product they don’t even know about.
Turning cold leads into warm prospects is a journey fraught with many uncertainties. You don’t want to initiate any process that never gets you anywhere. You don’t want to send emails that end up in the trash. To succeed at getting into people’s nerves, salespeople need to find a way of creating a good rapport with the prospects by delivering value in their conversation, being relevant, implementing a paradigm shift in a way that motivates people to respond. And that is why we are here with some prospecting tips for moving your leads down the funnel.
1. Establish a connection
When you meet a person for the first time. You subconsciously happen to think about everything from their looks to body posture and generally the image they project. You want to figure out whether you can trust them. If they fail to establish a good rapport means you are not going to open up to them. The same thing is true for cold market prospecting.
When you call certain people or send them emails about your products/ service, Your recipients will be judging you subconsciously. They want to know: Can they trust you to deliver? Are you an authority in your niche? However, the magic formula to your success is simple. It is trust plus authority. This goes without saying that you can’t impress a lead you don’t understand. That’s why it pays handsomely to use powerful lead management software such as Fieldproxy. It will help you track, qualify leads, and send them to the team best prepared to handle them at every stage of the sales pipeline.
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After fully qualifying the lead, educate the lead about your product/services. However, if you want your cold leads to remain interested, figure out a smart way to change how they perceive your product or services.
2. Target carefully
Ensure you're spending time with the correct companies, titles, and so on. If the person sitting in front of you is the right profile, you have a chance. If they aren't, applying all the best skills in the world on your end won't land you a new customer. You can use powerful sorting/filtering features by software such as Fieldproxy to make your task easier. Using such management tools you can also see the big picture at a glance which helps you figure out what is working and what is not.
3. Do your research
knowledge is a powerful tool. To give yourself the best chance for a progressive meeting, learn and research as much as you can about the prospect and his industry, his company, his needs, and his focus. Buyers want to know that you've taken the time to learn about what's going in their organization. You can also use tools such as Fieldproxy for organizing all the data you learn about. It ensures you just have one single source of data with unique data types that let you capture the exact information you want. They also notice how to relate the problems that they face daily in the company to the solutions that your product/ service provides. When you make your initial sales call, you will have maybe 10 seconds to ask the prospect a question about a problem he is having that will get his attention. Once you have it, you have to immediately offer your product as a solution.
- Locate and navigate to customer destinations. Tools like Fieldproxy helps provide your field service and sales team with high potential leads. Features such as optimum lead distribution and Dynamic beat allocations help in making the sales process smooth. It has a system designed to automatically generate the best route for your sales force
- Clock in and out of appointments to log in field service times and get customer signatures when the work is finished
- Add service notes for future reference, click and attach service pictures. Fieldproxy has features where you can bring your field operations to life with our highly customizable workflows.Technicians too can upload photos right from the job site to verify service and can also capture customer feedback through custom customer feedback forms. So that managers can quickly evaluate technician performance
- Service checklist for personal and tracking purposes. Platforms such as Fieldproxy have this feature as well
4. Send An Introduction Letter
If you do not want to indulge in the process of simply making cold calls then try this idea. Find time to send out customized introduction letters to each qualified lead. Those letters must have just enough information to interest prospects in your product. But not so much information that it looks like you are trying to close a sale in the letter. The majority of the cold leads will find this statement compelling enough to let you propose your initial pitch. Many professionals in the field find sales letters to be an effective tool. You can use management software such as Fieldproxy for other value-added features. Some of them include Custom SMS/ email, Customer store front, etc. Hence, you can share links with product details to your customers so that they can directly place orders with a single click.
5. Don’t let them forget you
Ultimately, cold prospects are just as their name suggests: cold. Unlike the referral or lead that may come in ready to buy, the proactive outreach meeting usually starts at square one. It is your responsibility to heat it through proper targeting, planning, and process management. The buying process takes a lot of time. You need to stay in your prospect’s mind constantly. Sending them regular emails helps a lot if you structure it properly. Not simply to remind them about your business, but to also give them a chance to get to know your company better. This builds trust which motivates cold prospects to take a step ahead each time along the buying process. Following-up with cold prospects beyond the first interaction is necessary. Try sending educational videos or useful blog posts to stay on their mind. You can use software such as Fieldproxy to remind them of new offers, features, etc that your company has.