Double Check Leads from Online Automated Lead Generation Sources

Every sales professional wants to believe the fantasy of an unlimited number of low cost leads flowing to them from their website that magically convert to red hot buyers. Unfortunately the Internet is a research tool more than anything else, then a source of entertainment or communications. That's why ...

Many business-to-business firms see strong lead flow from on-line sources but then are sadly disappointed with conversion results. After all, the lead requested information online, but when they were called hemmed and hawed around taking action.

The reason for this is simple, the Internet is too easy. That's right, people surf the Internet they are collecting information, most often in a passive mode. How often do you remember which forms you fill out online?

I'm telling you this to answer a very specific question, "How to I increase my conversion rate for online leads?" and my simple answer is "Make leads work harder to qualify themselves as buyers!"

Now that you have an understanding of what's going on in the minds of people visiting your website, now that you realize they may have visited 50 other sites before, after, or during their time with you. You should see that the effort required to get information from you is minimal and thereby lead value is low.

To further qualify a lead from an online automated lead generation in your funnel (simple answer) have another response tool in the requested information to move the lead down your follow up channel. This means, if you follow up every lead by phone, then have a second response trigger to contact your offices by phone.

The more your leads works to get to you, the better qualified they can be, assuming each step brings them closer to a specific purchase (or solution.) Your sales organization is burning valuable resources on poorly quality leads, just because it was too easy for those individuals to "request more information."

In another note I'll share with you how to share what you can do to increase lead value, and how to turn leads from your website into buyers. Meanwhile, look at the number of steps prospects take before your sales team follows up on them. I'm suggesting use at least three steps that specifically qualify the prospect to purchase a particular solution. Many of my clients find more steps are better.

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