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Top Tips for Converting Leads
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Lead Conversion
It is important to remember that a lead is a piece of information about a prospective customer who has expressed an interest in receiving
advice. How you work the lead is as important as the lead itself. Follow these simple tips and you could see your conversion rates dramatically
improve.
Act Quickly
Selling
• Research shows that you have a much better chance of converting a
lead if you make telephone contact within the first 5 minutes.
• Leads are delivered in real time so you will receive a lead at most 3
seconds after a consumer has filled in the form. Making immediate
contact will create good will.
• The consumer will be at their most receptive when they have just filled
out the form as the product/service will be fresh in their minds.
• Even if the consumer has requested to be contacted at a particular
time, call them immediately to introduce yourself and arrange a proper
• Gain Access
» Introduction: Introduce yourself, your company
and your service.
» Benefit Statement: Tell the consumer what you
can do for them.
» Create Urgency: Give the consumer a reason to
act quickly.
» Permission to Pursue: People like to say “no” so
make a “no” a “yes”. e.g. “Is there any reason why
you wouldn’t want to learn a little more about it?”
time to talk.
Keep Trying
• If the consumer doesn’t respond to the first phone call then send an
email to introduce yourself, your company and the service you have to
offer. If the consumer doesn’t respond immediately this doesn’t mean
that they aren’t interested. Persistence is the key.
• If they have left a mobile number, also send them a text message.
• Create a process so that you call them at least 3 times on the first day. At
the end of the day leave a message.
• On the next day call the consumer at least 4 times. Leave a message on
the last call of the day.
• On day 3, again call the consumer at leads 4 times and leave a
message.
• On day 4, call at least 4 times. Leave a message on last call of the day.
• Qualify
» Use financial and emotional probing questions
to identify pain-points and appropriate product
offerings.
» Listen carefully for the emotional triggers that
prompted their inquiry.
» If you can get your customer to tap into and
communicate their pain, it’s easier to help them
feel comfortable with the solution you offer.
• Close
» Listen for buying signals so you can start to close
the sale. This is often when the consumer asks
you a question that seems to ask for clarification
or confirmation of a key benefit.
Making Contact
The Long Game
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•
•
•
• Recycle your leads. Many consumers are “still in the
game” weeks or months after your initial contact.
• Schedule periodic calls and recurring emails for leads
You are more likely to reach the consumer at the following times:
7am to 9am: before standard office hours
12.30pm to 2.30pm: during standard lunch breaks
5pm to 7pm: after standard office hours
that did not make your pipeline.
• Weekends
The Conversation
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•
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Be the consumer’s advocate by building rapport, confidence and trust.
Provide options to make the consumer feel in control.
Educate, Inform and Enlighten.
Sell yourself and your company.
Remember...
LeadPoint customers are actively seeking the product or
service that you offer. The most
successful brokers are the most
persistent ones.
LeadPoint UK Ltd. Inc. 57-61 Mortimer Street | London | W1W 8HS