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Dear
reader,
This
a couple of years old but still up-to-date interview contained so
many important thoughts about increasing sales that I had to acquire
permission to republish it for your benefit.
Please
enjoy the article!
Christian
Dillstrom
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I
have heard about real-time sales leads from my colleagues who work at
Fortune 500 companies. Unfortunately, I have never really understood
what real-time sales leads are and what you can do with them.
Recently,
two of my current clients asked me to provide them with real-time
sales leads. As we all know, knowing less than your client is not a
good thing in marketing and sales.
So,
after calling my old mates who work in marketing departments of
Fortune 500 companies, I was able to connect with a growth hacker who
provides them with real-time sales leads.
”Luckily
he agreed to be interviewed, so I can share his insight with you.”
WHAT
ARE REAL-TIME SALES LEADS?
These
are sales leads that are collected at the very moment when a
potential online customer shows interest in a product or service and
delivered to the correct salesperson within seconds.
COULD
YOU ELABORATE A BIT MORE?
The
salesperson talks to a potential customer when he is still going
through sales material. Just like if you were in a regular store
looking at new TVs, and a salesperson approaches you just at the
right time to help you with your purchase decision.
”Most
customers just think this is the best possible customer service,
but
the sales conversion of these sales leads is amazing.”
WHY
IS THE SALES CONVERSION OF THESE SALES LEADS SO HIGH?
It
is simple sales psychology. Your salesperson talks to the customer at
the most optimal moment. The customers are still studying the sales
material of your product or service when your salesperson calls them.
Another
feature making the conversion of these sales leads so high is that we
can learn and capture from the present, offered options what really
interests a customer.
For
example, is the customer more interested in going to the beach or
would he prefer a skiing trip?
”Your
salesperson can focus specifically on the customer’s interest.”
We
also know exactly who the customer is and what his history is.
Therefore, we can give your salespeople the history of the customers
we are sending over to them and even provide the multiple spot-on
upsell offers.
Your
offline salesperson will make sales at the optimal moment and have
all the information to maximize his sales – just like the Amazon
online store.
HOW
DO YOU GET THESE SALES LEADS?
We
will send each customer in a campaign a unique message via email,
text message or chat service.
The
campaign email or landing page will contain a main campaign message
with a few options so that we can learn what the customer really
wants.
The
customer selects, and we capture and deliver the correct
message to the correct salesperson.
DO
YOU NEED A DATABASE OF CUSTOMERS?
Yes,
we do. Without that, a real-time sales lead campaign would just be...
dumb.
All
the features, except timing, which make real-time sales leads convert
demand information.
ANY
OTHER SPECIAL BENEFITS?
Usually
if an email campaign returns a 1% sales lead conversion, you will
receive eighteen times more real-time sales leads from the same campaign.
”Yep,
18 times more hot sales leads.”
The
reason for this is very simple – we capture the moment when a
customer shows interest, and we send sales leads to the salesperson.
It is our experience that only 1:19 customers will finish the sales
process, but most potential customers show interest.
SO,
YOU GET 18 TIMES MORE SALES?
Of course, not, not all the interested customers buy, but depending on
how good your salespeople are, you should be able to get at least 4-5
times more sales.
That
is quite good when compared to similar campaigns, like the ones you
have run for years.
DO
I NEED TO HAVE A HUGE NUMBER OF SALESPEOPLE TO DO THIS?
No,
you don't, if you only send out as many messages per hour as your
available salespeople can handle.
Unless
you have a lot of salespeople, it is optimal to send a small number
of new messages every 5 minutes.
DOES
THE SIZE OF THE BUSINESS MATTER?
No.
The size of the company does not matter.
CAN
THIS BE DONE IN ANY COUNTRY?
In
almost any country.
Some
countries have strict laws about messaging with customers, and
the laws are difficult to follow.
CAN
THIS BE DONE IN ANY INDUSTRY?
Yes,
the industry of the company does not matter.
ARE
REAL-TIME SALES LEADS EXPENSIVE?
No,
they’re not, since they are paid only with a commission from the
sales they make. Therefore, they will always generate more income
than cost.
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That
concludes this interview, and I hope you learned and understood what
real-time sales leads are. Once again, you must do something new to
really increase your results.
”I
now understand why my clients are so crazy about real-time sales
leads.”
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Christian
Dillstrom.
Please
stay tuned for more interviews.