Buying SEO leads offers significant advantages compared with outbound sales leads generated by “cold calling.” When you purchase SEO leads you benefit from the fact that these people made the effort to research the services you have to offer. As a result, it is likely that these individuals already have some degree of interest in what you provide.
But this initial interest doesn’t necessarily make it easier to convert leads into a sale. In all likelihood, you are not the only company this person is acquiring information from. If you or your sales team cannot make a compelling case for why your products or services are the best option, they may just move on.
Here are 3 sales tips from our team of professionals:
- Research your lead well enough in advance that you can ask very specific questions tied to their business or industry, and offer the benefit from your solution.
- Tailor your questions and discussions to their specific role (IT, finance, engineering, etc.) vs. using generic statements or questions related to your products or their overall business.
- Be specific about next steps, including when you’ll connect again, about what, and what’s to be done between now and then on both sides to keep the deal moving forward.