7 Ways to Convert Your XPRT Leads to Sales

Congratulations! If you’re reading this, your business is likely already generating leads through the XPRT platform, which encompasses Environmental XPRT, Energy XPRT, Agriculture XPRT, and Medical XPRT. If you’re not generating leads yet, check out these 4 steps to start generating leads with XPRT.

Now back to those leads, there are two types to be aware of, hard leads (RFIs, RFQs, RFPs…) and soft leads (potential buyers who are interacting with your content. A list of soft leads is available by scrolling past the chart on the link above. Click here for more about hard leads and soft leads on the XPRT platform.

Take a moment to pat yourself on the back if you have leads. Now roll up your sleeves. You’re about to learn a few tricks that are guaranteed to increase your lead-to-sale conversion rate.

1. Reply quickly to your requests

Many XPRT buyers simultaneously request information or quotes from a variety of suppliers. Since you’re competing with other suppliers, you should reply as quickly as possible.

Not all requests are easy to answer right away, but even if it’s just a quick “we’ve received your request and will get back to you within a day or two,” buyers will appreciate it and have more confidence in you as a supplier.

2. Subscribe your sales team to request notifications

Following on the previous point, this trick will save you precious time when it comes to replying to your leads.

If you’re in charge of marketing, chances are you’re not in charge of answering RFIs & RFQs. If you have to receive the request then forward it to the right person, you lose precious time. So you need to make sure request notifications are sent directly to your sales team or whoever’s in charge of answering or screening those requests.

XPRT allows you to subscribe an unlimited number of colleagues to your request notifications. On your staff & administrators page, make sure anyone who needs to receive request notifications has the role of administrator, content manager or view reports and is subscribed to RFI /RFQ Alerts.

3. Reply directly from your email client

Yet another way to save time is to simply reply to the request notifications within your email client instead of clicking into your inbox on the XPRT platform. Just reply within your email client and send your email just like you would any other.

This also means you can set up automated email replies within your email client whenever you receive a request via XPRT. Just a polite message saying you’ll get back as soon as possible, along with your contact details can go a long way toward instilling confidence in the potential buyer.

4. Pick up the phone and call them

If buyers leave their phone numbers, they’re expecting your call. And there’s no better way to say you care than to pick up the phone and provide that personal touch that is sure to set you apart from other suppliers.

5. Qualify generic or dubious requests

Just because the buyer’s initial request doesn’t provide enough details to consider it a qualified lead doesn’t mean it’s not a good lead.

Have your list of qualifying questions ready to go so that you can send them right away. Do you have project needs that would require the product to be customized? What is your deadline for receiving the information or quote? Can you tell me a bit more about the company you represent? Where exactly do you need the product/service to be delivered? How many other suppliers are you considering?

These are just a few examples. You can find out more ways to qualify your XPRT leads here.

Generally speaking, you know there’s more to the request if the prospect replies to your questions. If not, it’s probably safe to ignore it and focus on the more promising ones.

With XPRT, you get additional lead details such as email address, company, job title & phone number so that you can better verify lead quality before replying.

6. Message your soft leads

We strongly recommend sending a follow-up message to your soft leads, which are potential buyers that have downloaded information or viewed specific content on your storefront. Have a standard message ready that asks them if they need more info related to what they’ve viewed or offers them related content. More on how to convert your soft leads to customers here.

Make sure you or whoever’s in charge of handling these leads is subscribed to Lead Interaction Alerts by updating your staff & administrators page.

7. Import your leads into your own CRM

With XPRT Premium, you have permission to import all of your leads into your own CRM so that you can place them in the appropriate funnels based on their activity. Look for the “Export all results to PDF / XLS” option below the graphs in your tracking report to easily export your leads and nurture them accordingly.