October 6

How to Contact an Online Lead

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How to Contact an Online Lead

Table of Contents:

  1.  Ways of contacting an online lead
  2.  How to contact an online lead
    • Interesting and irresistibly strong opening
    • Believe in your product/service
    • Leave a compelling voicemail
    • Listen to your recordings
    • Use text messaging
  3. What’s next?


Ways of contacting an online lead


You’re trying to get the attention of your leads, right? Do you keep trying the same method of contact over and over? With no luck?

There are actually two ways to contact a lead: by text and by phone. You could try to make a call, or you could send an introductory email or SMS and then follow it up with a phone call. 

The pros of an email, for example, is that it lets your leads think about your request and is less intimidating for you BUT it’s also less personal and they could easily delete it.

The pros of the phone is that it’s quicker and more personal BUT is more intimidating for you and completely unexpected for your lead.

The pros of the text is that it has a high open-rate, high reply rate, BUT requires some skill to turn a text message into a phone appointment.

In this article, I am going to show you some effective ways you can use to contact your leads.

Let's check them out!


How to contact an online lead


  • Interesting and irresistibly strong opening


If you want to have a pleasant, effective and professional conversation with your online lead, you need to think of an interesting and irresistibly strong opening.

To give you a better understanding of what I’m saying, let’s see this example...


You have your wallet with you and imagine you’re walking into a clothing store to buy something. We will assume that you are a highly qualified prospect.

You look around for something you want to buy.

BUT…

The clerk comes to you and says, “May I help you?”. The automatic answer from 99% shoppers is… “No, thanks. I am just looking.”

Now, imagine if the clerk had used a different opening line, your response would also be different.

For example, if the clerk opened with “Hello. Welcome. Were you looking for

Autumn or Winter wear?” your response would likely lead to an actual conversation.


Briefly, your opening should: 


a) Make prospects not hang up right away and to be open to ideas.

b) Make it easy for them to make a positive decision.


Here are a few examples you can try:

  • “One of my clients, [name] at [company], mentioned to me you are [looking for, might be a good fit for] … ”
  • “We’ve been working with a couple of similarly sized companies within your industry, and they are experiencing two major problems. I wondered whether they were causing you concern as well … ”
  • Believe in the product/service you are selling


If you don’t believe in your own value and in the product or service you are selling, then you are probably selling something else. I believe that the only way salespeople can sell is to truly believe in the product/service they’re selling. Otherwise, how can you persuade your prospects?


  • Leave a compelling voicemail


Cannot reach your prospect? Here’s a clever trick you may try when leaving voicemails. Just make sure to request the customer to call you back and that you will provide them with more details.


  • Listen to your recordings


We typically notice brokers sounding unprepared, fumbling around, lacking enthusiasm, and not taking a commanding lead on making it clear.

But you are there to figure out the client's problem and confidently solving it while laying out a very clear path forward for the client to follow you on.

And listening to your own call recordings will allow you to hear how you sound to your prospects. More concretely, you will notice things such as the tone of your voice.

You can improve yourself by learning HOW to ask questions, not just what you are saying but HOW you are saying it.

Having your calls recorded will be a mind-blowing experience that will help you avoid long learning curves and allow you to become better by quickly realizing which areas need improvement.


  • Use text messaging


Most people these days don’t answer to unknown numbers, BUT most people reply to texts. Text messages are read quickly by people, which make them an effective channel to communicate and build a relationship with the prospective buyer.

While the ultimate goal is getting them on a phone call, sometimes the text can serve as the bridge to get you there - sort of like going on dates before getting into a relationship - it allows you to get your foot in the door, make an impression, build some rapport, and get the client to say YES to the next step with you.

So, texts have to be a big part of your communications strategy.


78% of US consumers say receiving a text message is the fastest way to reach them for important service updates and purchases – TextMagic


At FinanceVine we are sending automated texts as the first step to contact a lead on behalf of our clients and can see response rates at or above 50% on average.


What’s Next?


Here at FinanceVine, we are experts in generating ROI-positive results in the financial services space through online lead generation.

Schedule a call with us and discover how we can help your business.


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About the Author

I started out as the Internet marketing director for an Automotive Group. I learned about Facebook & Google advertising running campaigns for auto loans. I transitioned to full-time entrepreneurship in 2014, and have been at it ever since.

James Vannelli

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