Learn the best way to approach your leads
You probably already know what leads are (potential customers who might buy your products and services) and why they are important to your business. However, did you know they can be classified according to their level of interest and willingness to purchase from you? After reading this article, you will be able to identify the different types of leads and deal with them accordingly. So without further ado, let’s get ready to rumble with our three contenders: cold leads vs. warm leads vs. hot leads!
What is a cold lead?
In a nutshell, we can define cold leads as people or organizations who, at first glance, don´t seem interested in your business. They haven’t actively shared any information with you, which is why you might find them online or in databases. Perhaps you made the first contact by email, or maybe one of your sales agents called them without a successful outcome, as these leads don’t feel that they need your product or don’t know how it can solve their problems.
You may be wondering what to do with these cold leads. Well, our advice is to try to educate them by providing as much valuable information as possible to convince them that your products or services meet their needs. You can also offer special discounts on your products, free consultations for new customers, test drives, or anything that can help you grab their attention and renew their interest in your company.
It doesn’t matter if you approach them by phone, text, or email. The key is to let your cold leads know that you are familiar with their problem and can provide the best solution to fix it. Doing this increases the chances of engaging with them and advancing through the sales funnel.
What is a warm lead?
Unlike cold leads, warm leads show at least some interest in your company. But even though they might want to buy your products or services, they still haven’t effectively closed the deal. Warm leads want to know more about what you have to offer before they are ready to convert, and though they are way more receptive than a cold lead, the challenge of convincing them that you are the best solution to their needs is still present.
How do you identify your warm leads, you might ask. Well, you can tell them apart simply because they engaged with your company in some way. Maybe they signed up for your monthly newsletter, filled up a form, shared a post from your social media channels, called your business to ask for more information, or entered your website after reading a positive review online. Whatever the case, as we said before, the real challenge lies in transforming this initial interest into a real and concrete sale, which might take several attempts.
How to deal with your warm leads? Our advice here is to design personalized content that suits their needs. By sending them content specially designed for them, your warm leads will most likely share their personal information, valuable data that you can later use in future marketing campaigns. You can engage with them on your social media, send them emails with special discounts just for them, greet them on their birthdays, and even treat them with a gift. The ways to build a relationship with your warm leads are endless!
What is a hot lead?
And finally, it’s time to talk about the best type of leads that your business can have. Also known as qualified leads, hot leads are not only interested in what you have to offer but also have intentions of buying your products or services soon. These prospects match your ideal client profile, and if you provide them with all the information and attention they need, they will almost certainly result in a sale for your business.
However, the fact that your hot leads are more likely to close the deal does not mean you should stop focusing on them. On the contrary, you must keep an eye on them to turn them into loyal customers who might want to buy again in the future. and managing process gets way harder than it should be.
Our advice? Never stop educating your hot leads. Let’s say you release a new version of one of your most popular products. Then it’s essential to let your qualified leads know how it differs from the one they already have because, as they already know and love your brand, they are more likely to make another purchase.
Going back to the previous point, because of the positive brand awareness you managed to get from them, if you decide to promote your brand, chances are they will share and replicate the message, so you should consider that.
Last but not least, we recommend you appreciate your hot leads, Make them feel valued, treat them well, and give them special offers, discounts, etc. As the saying goes, the devil is in the details, so make sure that every interaction between them and your company runs smoothly. If you personalize your interactions with your leads and do everything in your power to keep them happy, you will win not only a new sale but also a loyal customer, which is far more valuable for your company.
Manage your leads like a pro
To wrap things up, here’sour last piece of advice. Whether your leads are cold, warm, or hot, in order to get the most out of them, you need to manage them properly. With call tracking and lead management tools like Dastia, you can learn valuable insights about your leads, assign them qualifications, and keep all their information centralized in the same place. So stop wasting time and try Dastia today!