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Do You Hate Internet Sales Leads?

I snoop around on a lot of forums for sales professionals, especially insurance agents and financial professionals, and while opinions are mixed – many of them hate internet sales leads. I really like internet sales leads, but I really like them. I do believe they need to be handled a bit differently than traditional leads from newspapers, phone calls, or mailers. But by taking advantage of the medium, I think you can make them work for you.

Here is a good article: How To Use Internet Sales Leads – and yes, it is mostly aimed at insurance agents, but anybody can benefit. First, understand how these leads were collected. Consumers were surfing the internet and saw an advertisement to compare insurance rates (or something like that) or else they used a search engine (like Google) to look for an insurance product’s information. They came upon a lead form and filled it out, so they did have to take an action to indicate interest. Now keep in mind that consumers can find lots of information on the internet, so your market may be competitive. On the other hand, the internet can generate a lot of interest.

Internet Shoppers Like The Internet!

Internet shoppers and quoters like… ta da .. the internet! If you do get a lead, it is fine to call them. But also follow up with an email address and a website where they can get more information. If they are shopping, they will keep that information, and it will be great if they can find you again when they are ready to buy. How much better is it for your email to be in the inbox of their email account instead of on a scrap of paper they have thrown  away?

Be A Credible Resource For Your Prospects

Be friendly, and let them know you want to help them. Since internet comparison shoppers have so many resources at their fingertips, an agressive sales approach may not work. These people will be have more questions, and when you are the guy who can answer those questions, you can very likely be the gal who can close the sale!

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