In his TED Talk, Ernesto Sirolli narrates a story about how his nonprofit went to Zambia to solve the great Zambian agricultural problem. It seemed like Zambia couldn’t grow any produce on their land.
Ernesto and his team flung every resource they had, even recruiting and paying locals to grow fat, plump tomatoes that rivaled the Italian crops. They proved it could be done and they couldn’t have been prouder!
That is, until a huge herd of fat hippos helped themselves to the Zambians plump tomato harvest. The Zambians, knowing that the Hippos have always and will always eat the tomatoes or any other tasty crop, looked surprised when Ernesto asked why they never mentioned the Hippo problem. They replied, “You never asked why (they weren’t growing crops).”
We have all experienced times like these when were so focused on making the numbers, reaching the quota and solving our interpretation of a prospect’s problem, that we forgot to find out what the prospect’s problem really is. The only way you would know is if you were really listening before talking. In other words, if you have researched your prospects well.
With that in mind, here are 5 powerful tools that will help you research, qualify and convert your sales leads quickly.
Who is your prospect? — Profiles.io
Before you call your sales leads, you usually take the time to look them up on linkedin, twitter and whatever other social sites you can think of. You do as much research as possible to find out more about the lead.
You know if you call quicker, your chances of qualifying the lead becomes enormously large but you also need to spend time researching your prospects.
So, MailLift decided to find a solution to this catch 22 and created ProfilesIO. It cuts out all the time you waste researching your prospects by giving all this information by email, text and hipchat.
Within 60 seconds of a sign up on your site, you will see your prospect’s:
- Social profile score
- Topics of Influence
- Professional connections.
- All their social profiles and much more.
You can then email your customers by selecting the templates from inside your email notification right away. If you don’t call leads within 5 minutes, the odds of qualifying a lead drops 21 times after 30 minutes. So having all this information handy, makes it easy to qualify leads quickly and more accurately.
What is your prospect interested in?— ToutApp, Signals and Yesware
We all want to know if our prospects engage with our emails and the sales documents we send. We want as much information about the lead as possible throughout the sales cycle. ToutApp is a great tool for lead intelligence. Once you email to your leads, you can use ToutApp to tell you when your prospects opens the email, what links and documents they clicked on and when they are on your site all in real time.
As Mark Roberge, Chief Revenue Officer of the HubSpot Inbound Sales Division said in his blog about lead intelligence, and ToutApp makes it very easy to gather all the relevant information.
“It’s important to know what content they engaged with on your site, what pages on the site they view, and if they checked out content and pricing information.”
If you just want a simple tool with few bells and whistles, you can use Yesware or Signals for tracking and email clicks for free. Both are really good based on your needs. Yesware allows you to set reminders, schedule emails. They also have plans that let’s you track your team’s email metrics and measure their performance. On the other hand, Signals can notify you when your prospects clicks on your links and visits your website in real time (just like ToutApp) for a very small fee.
Where has your prospect been? — HubSpot’s Prospect Tracking Tool
This is a very powerful part of HubSpot’s offering. It helps you find out which companies have been visiting your site, how many times and what pages have they looked at to let you gauge their interest. The magical thing about this is it works even if they are just visitors and haven’t filled out any forms on your website. It will also let you see how many people from each company have visited your site and the campaigns they responded to. Once they fill out a form or a sign up, you will then be able to see the prospect’s names from the companies too.
If a visitor uses your site’s search, you will get all keywords they used to find information. Very cool and important information given missing keyword data from google analytics tools. Besides this gives you keywords and phrases used specifically by the users in the industry you are targeting. You can the tie this information to your buying cycle to create the right messaging for the right prospects. Learn what more can HubSpot’s prospect tracking tool can do for you.
What is your prospect doing right now? — Customer.io
If you wish you could send your website visitors email campaigns in real time, then CustomerIO is for you. This may not be a tool for prospecting inbound leads like ProfilesIO but it is very useful if you want to use email and drip marketing to convert visitors or upsell to your current customers. They allow you to automatically send email campaigns to visitors based on actions they take or don’t take on your site — all in real time. You can then easily track conversions from these emails on your website. Of course this means you can track opens/clicks and also get a full picture of your consumer activity on your site. Get Customer.io for free.
How much have you talked to your prospects? — Close.io
This is a CRM with a twist. It does lot of the data entry for you saving a lot of time and keeping your records updated. Close.io automatically tracks your offline and email activities with your prospects. You can see a timeline associated with each lead, shows any calls you or a member of your team made, calls received, voice calls and you can also make a call from within the app using VOIP. This way you don’t waste time or put off logging important information in your CRM.
As is the case with most sales calls, your prospects tell you about symptoms rather than their problems. These tools will give you the power to walk into any sales call and ask questions to diagnose the real problem — all in real time. Response time and matching your product to their problem are two keys to converting more leads.