sales leads research

Research Your Sales Leads Or Pay The Price

Getting an incoming lead doesn’t mean you also got your client but if you do your research, you surely increase the chances of getting a new customer. Yeah, researching is an absolute must for businesses looking to increase their sales and if you’re going to read the following article, you’ll have a better understanding of how to do it the right way… or pay the price.

Why do you need to research you incoming leads?

There are many reasons to research an incoming lead. Knowing more about your potential client can be the turning point in acquiring him as a client. For example, if you provide Social Media Marketing services, you’ll want to know some stuff about the prospective client such as:

  • How did he found your business?
  • What’s the niche of his business?
  • What are the problems he’s facing?
  • Did he have another provider of Social Media Services? Did it end badly, Why?

These are only some few things you’ll want to know about that possible client. You can get¬†important data and provide personalized services. Did he have a bad experience with another firm? Use that in your advantage and show him you’re not going to do the same mistakes.

Inbound vs. Outbound leads = different research?

The difference between inbound and outbound leads research isn’t something related to “how much” but to “how do you do it”. To get a better understanding of what we mean, let’s examine the differences between inbound and outbound leads.

For the first category the prospective client contacts you in response to your advertising. He’s already at an advanced stage in making a decision of acquiring someone’s services. He has done his research, examined his options and is now trying to make up his mind.

Outbound leads are acquired by marketers by other means, going at events or direct marketing. Those prospective clients aren’t necessarily planning to buy any Social Media Marketing services in the near future so they’re at a different stage for acquiring this type of service.

Both inbound and outbound leads should be researched but the questions you’re going to ask should be different. For inbound leads, you should try and get a solid idea of what the prospective client wants in terms of work done, price for services and time spent. What are his expectations and what areas of his business you can improve.

How to research your sales leads

We believe there are two parts of the research process you should pay attention to.

First, there’s an automated step where you need to create a system to get the information you need and to store it. Next you’ll need verify that the information is correct and go ahead with the research and further steps.

Creating that automated system to get and store valuable data is achievable by using your website. You can design your contact page to get the info you need. If you’re interested in tips on how to do this, you should read the article: Contact Page Checklist To Get More Qualified Customers.

Go ahead and create an account on Time Slots to enhance your sales leads research. Using Time Slots you can create specific and targeted forms to get all the information you need. Even more, you’ll be able to get in contact with the prospective client on your terms, when you want it. Click the banner to find out more.

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Using a CRM of your choosing, store the data you get from custom contact pages or from outbound leads and go to the next step of researching your leads.

The following step is going to help you get to the people who really want your services and disregard those who are making their own research or aren’t serious customers.

You want to verify the lead, here’s how to do that:

  • Check the contact data. Are they using a valid phone number or bogus information. Clear your database and store only valuable data.
  • Check the person behind the lead. Is he a real person in the company you’re researching? Go ahead and search for his LinkedIn or even Facebook account. What data can you get by doing this?
  • Check the business. Does it exist? You can just search them on the internet or use more advanced software available online.

After you’ve verified the information, do a thorough research. If you’re offering them Social Media Marketing services, look up their social media accounts and check their state. Look for older content and try to see if you spot any mistakes. A big gap between posts is a sign that they prefer to acquire these services externally and not do it in house.

Try to see if the business has any bad rep, if you find any problems, it will be harder for you go implement your services.

There are many aspects of researching your leads and it comes down to what you are offering and what they want.

But there’s one thing we know for sure – you need to research your sales leads or you’ll have to pay the price of having a bad customer or not being able to convert the inbound or outbound lead into a paying customer.

About The Author

Catalin Baciu

Creative & Experienced Jack of all trades: SM, SEO, Video, Web Content. I'm a really passionate guy who loves to write on topics he knows best. Find me on twitter: @BeardedIronMan