Turning leads into customers

Turning l

eads

Into custo

mers

features, TR

ENDS, and m

ethods

Kate GoldbergBusiness Development DirectorINTERSOG

Sales department is the heart of the business. It has to beat so that the business can run.

Turning leads into customers


When your le

ad is an in

dependent custo

mer

Private cu

stomer Goal – getting profitable

through developing own product in the quickest way possible

The good – engagement and eagerness to get down to business, which may lead to a faster deal

The not-so-good – low project cost, possible lack of budget, low conversion

YOUR IDEAL REQUEST

“I am a mobile production consultant and I have a client in the US that is interested in doing an app for the restaurant business. We have funding and initial designs established. We are interested in finding a partner that is intrigued by our concept and has the technical background to help us succeed.”

Thanks,Mr.Private

ANALYZING THE PERFECT REQUEST :

Mr.Private most likely to have a tech background, since he introduced himself as a mobile production consultant. Quite possibly, he has an experience of software development and/or dealing with software development service providers.

If the primary design is ready – you get a great leverage over how the sale process is handled.

Mr.Private stated he has a budget for the future project, and is currently looking for a service provider. That means you don’t waste time and drive the deal down the sales funnel to the estimation stage.


1. BE BRIEF

3. GET CONTACTS. THE MORE – THE BETTER

2. ASK QUESTIONS, MAKE HIM/HER TALK


Three GOLDEN rules of your first response

GETTING IN TOUCH.If your lead is interested in getting in touch – he or she is likely to provide you with full contact info right from the start. As soon as you have the name and email you have pretty much everything you need to get your sales process up and running.

MIND THE TIME. If you’re in the same time zone – don’t hesitate to sent a response right away. Prospects tend to contact multiple providers at a time, and then deal with those who responded first.

I f you’re located in Europe, and your lead is from the U.S., and you got the request in the morning – it’s late night at his time zone. The best time for response is around 9AM his local time – the chances are your letter at the top of his list.


SAMPLE RESPONSE

Hello, Mr.Lead!

Thanks for getting in touch with us through Intersog “Contact Us” form. My name is Kate and I’ll be glad to manage your request.We would be happy to become your partner in development. Can you please provide us the mentioned designs? Will you need NDA signing before sending?

Looking forward to hearing from you.Kind regardsKate


A NOT-SO-GREAT REQUEST

“We would like a review and quote for a project. What needs to be done? Pls. let me know, also, I am in Chicago until next week, thanks.”

What you do:

1. Tell the prospect about how you process his/her particular request;

2. Try to arrange a personal meeting/call to dive into project details;

3. Ask about deadlines, budget, project details.


When your le

ad is a co

mpany

Corporate orderGoal – developing a product through finding the best contractor to handle the development

The good – corporate customers enrich your portfolio, have weight when it comes to references

The not-so-good – lengthy decision-making process, non-responding, ever-busy managers, obstructed communication

YOUR PERFECT CORPORATE LEAD

“I am a mobile production consultant and I have a client in the US that is interested in doing an app for the restaurant business. We have funding and initial designs established. We are interested in finding a partner that is intrigued by our concept and has the technical background to help us succeed.”

Thanks,Mr.Corporate


SAMPLE CORPORATE REQUEST

“The Student Association (name) is putting out a request for proposal for the development of a new mobile app based on our Handbook. The mobile app should serve as a resource tool by providing easy and quick access to information related to ingestion and toxicity symptoms commonly treated in the emergency department. I f you are interested in responding to this RFP, an off icial RFP, response worksheet, PDF of a sample chapter and a sample wireframe are available upon your request. The deadl ine for RFPs is September 8, 2014. Please feel free to contact me with questions or concerns.”



1. CREATE A GREAT IMAGE

2. ASK QUESTIONS

3.ARRANGE A PERSONAL MEETING/CALL WITH DECISION-MAKERS

WORD OF MOUTH

Your r

eputation go

es ahead of y

ou

A GREAT WAY OF CATCHING SOME LEADS WITH NO EFFORT.

OR SHOULD YOU PUT SOME?

GET REFERENCES.

When you do great work – chances are high you’re being referenced to others.

If for some reason you’re not – ask for it. Sometimes you need to mix in a little boldness into it.

ESTABLISH PERSONAL CONNECTIONS.

Never underestimate the power of personal connections. Greatest businesses are established face-to-face.

Take part in conferences, industry events, get involved and noticed.