{"id":2330,"date":"2019-11-20T12:14:50","date_gmt":"2019-11-20T11:14:50","guid":{"rendered":"https:\/\/xprt.com\/suppliers\/?p=2330"},"modified":"2024-09-05T15:10:44","modified_gmt":"2024-09-05T13:10:44","slug":"how-to-convert-soft-leads-to-customers-using-xprt","status":"publish","type":"post","link":"https:\/\/xprt.com\/suppliers\/how-to-convert-soft-leads-to-customers-using-xprt\/","title":{"rendered":"How to Convert Soft Leads to Customers Using XPRT"},"content":{"rendered":"

Some of XPRT Premium\u2019s most powerful features revolve around soft leads, buyers who browse your XPRT profile but don\u2019t send you a direct message. These potentially valuable leads are typically in the process of comparing products from a variety of suppliers. And if you follow up, chances are you\u2019ll gain an advantage over your competitors.<\/p>\n

With XPRT, you can view soft lead details to qualify them, import soft leads into your own CRM and contact all of your soft leads. We notify you right away of soft leads displaying buying signals on your storefront, such as viewing downloads, videos or your company\u2019s contact details. We also send a weekly digest that contains all of your soft leads. And you can access your soft leads on your tracking report<\/a> anytime.<\/p>\n

But how should you follow up with your soft leads? Are you doing everything you can to nurture your leads and convert them to paying customers? Follow these steps to take full advantage of your soft leads:<\/p>\n

Make sure we\u2019re sending your soft leads to the right place<\/h2>\n

The first question to ask is who in your organization is responsible for screening your soft leads and ensuring they get followed up with properly. It\u2019s easiest to task a single person with screening and distributing XPRT leads, but since all leads are tagged with their location, splitting up leads by region is also a possibility.<\/p>\n

Once you know who will be processing your leads, head to your company\u2019s Staff & Administrators page<\/a> and add anyone who is missing. Then make sure to assign them the role of either Administrator or View Reports (click here<\/a> to learn the differences between roles) and subscribe them to both Lead Interaction Alerts and Traffic Reports.<\/p>\n

Qualify your leads<\/h2>\n

Lead interaction alerts are sent from no_reply@xprt.com a few minutes after a prospect views one of your downloads or videos or your company\u2019s contact details. While it may be tempting to follow up with the lead right away, we recommend waiting at least a few hours so that the prospect finishes browsing. That way you\u2019ll get a snapshot of their full browsing history and can easily determine how to follow up.<\/p>\n

You\u2019ll be notified of other potential buyers that have browsed your storefront while signed in but haven\u2019t taken any of the above qualifying actions in your weekly traffic report, sent every Monday from expert@environmental-expert.com.<\/p>\n

When you click on the prospect\u2019s name from the lead interaction notification…<\/p>\n

\"Soft<\/a><\/p>\n

…or the View Activity link on the Weekly Lead Summary…\"Weekly<\/a><\/p>\n

…you will see a screen with the lead\u2019s details:<\/p>\n

\"Soft<\/a><\/p>\n

These should always include the full name, email address, and location, while other details such as job title, company name, industry, and phone number will appear if provided by the buyer.<\/p>\n

Are there any disqualifiers here? A location you can\u2019t serve (keep in mind the prospect may need your products in another location that you do serve)? An industry you don\u2019t target?<\/p>\n

If there are no obvious disqualifiers, focus on the company name. If it\u2019s not provided, simply use the email domain. If the email domain is a generic one, such as Gmail or Yahoo, try Googling the prospect\u2019s name to figure out which company he or she works for. If you can\u2019t determine which company your lead works for, it\u2019s probably best not to waste your time following up. If, on the other hand, you do have a company name, you can quickly determine lead strength by taking a look at the company\u2019s website and finding out if it\u2019s a legitimate target for your products.<\/p>\n

At this early stage, don\u2019t worry so much about the contact\u2019s role in the company. If they\u2019re researching your products, it\u2019s a good bet they influence purchasing decisions at the very least. If the company is a fit, it\u2019s generally a good idea to proceed with lead qualification no matter who the contact is.<\/p>\n

Now it\u2019s time to scroll down the page a bit and check the prospect\u2019s activity:<\/p>\n

\"Soft<\/a><\/p>\n

Do you see any requests for quotation or requests for information in the recent activity? If so, just click the link and answer the prospect\u2019s message directly in your XPRT inbox<\/a> rather than start a separate conversation regarding their interactions leading up to the request.<\/p>\n

If, on the other hand, the prospect hasn\u2019t sent you a direct message, scan their browsing history to find out what pages, downloads, and videos they have viewed, then determine which of your products they seem to be most interested in (usually the ones related to downloads or videos they have viewed) and is a good fit for their business.<\/p>\n

Follow up with your leads<\/h2>\n

Now that you\u2019ve determined which leads are worth following up, it\u2019s time to take action. And don\u2019t worry about permission to email these prospects. All of XPRT\u2019s registered users have agreed to share their email address with suppliers listed on the site and be contacted by them.<\/p>\n

There are two basic follow-up strategies you can use: 1) follow up with a single email; 2) import into your own CRM and follow up with an email sequence. No matter which strategy you choose, it\u2019s important to make contact within the first 1-2 days of the prospect\u2019s interactions with your content, while you are still fresh in their minds.<\/p>\n

Of course, most of the leads you pick up from the weekly lead summary (the ones who haven\u2019t viewed downloads, videos, or contact details) will be more than 1-2 days old. That\u2019s why I would recommend checking the unique identified leads section of your tracking report<\/a> daily to ensure swift follow-up.<\/p>\n

If you decide to send a single follow-up email, you can do that straight from the lead detail view and we\u2019ll send the message on your behalf. But keep in mind you can also copy the email address and send them a direct email.<\/p>\n

If you decide to import leads into your own CRM then place them on an email sequence, keep in mind you can export your leads into a spreadsheet straight from the tracking report to save time if you are an XPRT Premium<\/a> Member.<\/p>\n

\"Export<\/a><\/p>\n

What should I send to soft leads?<\/h2>\n

The answer is simple. Send them content related to the product or service in which they showed the most interest AND is a good fit for their business.<\/p>\n

Your first email should include:<\/p>\n