The Two Types of XPRT Leads…and What You Can Do with Them

You’ve read the headline correctly. All XPRT leads can be classified into just two simple categories. We call them hard leads (direct messages from potential buyers) and soft leads (buyers who interact with your content). We promise if you spend five minutes reading this post, you’ll understand the difference between these lead types, as well as what you can and should do when a lead notification of either type pops into your inbox.

 

Hard Leads: Direct messages from potential buyers

 

When are hard leads generated?

 

When a buyer:

  1. submits a request for information or a request for quotation while navigating one of your storefront’s pages or;
  2. asks XPRT to match their request for information or request for quotation to other suppliers and XPRT has identified you as a supplier who can handle the request.

 

How will I be notified of hard leads?

 

If you are subscribed to your company’s RFI/RFQ alerts (find out if you’re subscribed here), you will receive an email from messages@xprt.com (make sure this email address is whitelisted).

 

The details available on the email notification vary depending on whether you have an XPRT Premium Package or a Free Profile.

 

If you have an XPRT Premium Membership, the email looks like this:

 

Hard lead notification for XPRT Premium

 

The email notification sent to XPRT Premium Members always includes the following buyer data:

  • Message
  • Full name
  • Email address
  • Location

 

The email notification sent to XPRT Premium Members sometimes includes the following buyer data:

  • The product or service about which the buyer submits the request (if the buyer is inquiring about a specific product or service, this always appears in the subject line and sometimes in the message text)
  • Links to attachments (if uploaded by the buyer)
  • Job title (if provided)
  • Company name (if provided…oftentimes this can be deduced by looking at the buyer’s email address)
  • Industry (if provided…note this can usually be deduced by the email address and/or company name)
  • Phone number (if provided)

 

If you have a Free Company Profile, the email looks like this:

 

Hard lead notification for Free Profiles

 

The email notification sent to Free Profiles always includes the following buyer data:

  • Message
  • First name and last initial
  • Location

 

The email notification sent to Free Profiles sometimes includes:

  • The product or service about which the buyer submits the request (if the buyer is inquiring about a specific product or service, this always appears in the subject line and sometimes in the message text)
  • Links to attachments (if uploaded by the buyer)
  • The buyer’s industry (if provided)

 

Can I reply to my hard leads?

 

Yes, both XPRT Premium Members and Free Profiles can reply to unlimited buyer RFIs & RFQs. The difference is that XPRT Premium Members get an average of between 30 and 200 times more of these leads, depending on their level: Bronze, Silver or Gold.

 

Just press the Reply Now button on the email to view the message in your XPRT Inbox:

 

Reply button - Hard lead notification

 

Then press the Reply arrow or the text Click here to Reply.

 
Reply through XPRT Inbox
 

Where else can I see my hard leads?

 

You can permanently access your RFIs & RFQs in your XPRT Inbox regardless of whether or not you are subscribed to RFI/RFQ alerts.

 

How can I tell if the buyer has sent the request directly to my company or if the request has been matched by XPRT to my company?

 

If the request has been matched to you, the email notification will contain a text that starts with The below request has been matched to you via XPRT Sourcing… right above the buyer’s message.

 

Soft Leads: Buyers who interact with your content

 

When are soft leads generated?

 

When a buyer takes one of the following actions:

  • Views one of your company’s downloads (brochures, spec sheets, etc.)
  • View one of your company’s videos
  • Views your company’s phone/fax details
  • Clicks through to your website
  • Navigates any page of your storefront while logged in
  • Clicks on an e-bulletin sponsorship (Premium only)
  • Clicks on an email blast you have sent (Premium only)

 

How will I be notified of soft leads?

 

If you are subscribed to your company’s Lead interaction alerts (find out if you’re subscribed here), you will receive an email from no_reply@xprt.com (make sure this email address is whitelisted) whenever a user takes one of the top three actions from the list above (views one of your downloads, views one of your videos or views your phone/fax details).

 

Other actions will be stored permanently in your tracking report, but you won’t be notified by email. More on that in a moment.

 

The details available on the email notification vary depending on whether you have an XPRT Premium Package or a Free Profile.

 

If you have an XPRT Premium Membership, the email looks like this:

 

Soft lead notification for XPRT Premium

 

The email notification sent to XPRT Premium Members always includes:

  • The action taken by the buyer
  • The buyer’s full name
  • The buyer’s location

 

The email notification sent to XPRT Premium Members sometimes includes:

  • The buyer’s industry (if provided)

 

If you have a Free Company Profile, the email looks like this:

 

 

The email notification sent to Free Profiles always includes:

  • The action taken by the buyer
  • The buyer’s first name and last initial
  • The buyer’s location

 

The email notification to Free Profiles sometimes includes:

  • The buyer’s industry (if provided)

 

Can I follow up with these soft leads?

 

If you are an XPRT Premium Member, yes. Just click the button on the email to view the prospect’s full details. You may then send the prospect a message through the XPRT platform, which will be forwarded by email.

 

If you have a Free Profile, you will not be able to send a message to soft leads through the XPRT platform. Soft lead notifications, however, are a good way to monitor the performance of your free profile and get a better idea of what kind of results you could expect with an XPRT Premium membership. Upgrading to a Bronze Package gets you an average of 30 times the results, upgrading to a Silver Package 60 times the results and upgrading to a Gold Package 200 times the results.

 

Where else can I see my lead interactions?

 

Lead interactions are permanently stored on your online tracking report. Use the options to the left of the chart to access the different types of reports:

 

Tracking report options

 

And scroll down to the section below the chart to see your leads. Content items with lead interactions are linked in orange. Just click on the item’s title to find out who interacted with that content, then click on the buyer name for more details:

 

Lead interactions on tracking report

 

Now it’s your turn

 

Now that you understand the two different types of leads XPRT can generate for you and what you can do with them, it’s a good time to:

  1. Make sure you are subscribed to your company’s RFI/RFQ Alerts and Lead interaction alerts
  2. Check your inbox and reply to any recent RFIs & RFQs. If you’re not sure how to reply, these lead qualification tips can help
  3. Check your tracking report to see if buyers are interacting with your content and follow up if you’re at the Premium level

 

If you don’t have any recent leads, check out this post on how to start generating leads with your Free Profile or schedule a demo to find out how XPRT Premium can help you reach your lead generation goals.

 

If your company doesn’t have an XPRT profile yet, take a couple minutes to add your free profile here.

 

And if you need any help, contact XPRT anytime and we’ll be happy to assist.

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