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Tuesday, 11 December 2018

Real-Time Sales Leads – Why Their Sales Conversion Is So High? Growth Hacker Interview

Reading time: 3 min

Real-Time Sales Leads – Why Their Sales Conversion Is So High? Growth Hacker Interview


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 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 makes a selection, 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, that make real-time sales leads convert greatly demand information.


ANY OTHER SPECIAL BENEFITS?
Usually if an email campaign returns a 1% sales lead conversion, you will receive 18 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 very 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 bring. 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.