The Two Biggest Mistakes With Internet Leads

The Two Biggest Mistakes With Internet Leads

The Two Biggest Mistakes With Internet Leads

This week’s Strategy of The Week from Grant Cardone takes a hard look at the two biggest mistakes with internet leads.  Here’s a few statistics to keep in mind.

First, companies that make themselves rely on internet leads are 100% more profitable than those that don’t. Think about that for a minute.  Perfecting how you handle your internet buyer can increase your profit by 100%.

Second, over 15% of all sales on this planet will be transacted through the internet and that number is growing higher every month.  How are you playing this game?  You’re in it either way.

Third, 50% of all customers spend more than 75% of their shopping time in research on a website.  Consider what does this all means.  The main thing is you need to know how to convert your digital leads.

For many of us, selling online has a bit of a learning curve.  There will be mistakes.  And that is OK because it’s one of the ways we learn.  Unfortunately, it’s also the most costly way to learn.  It’s more cost effective to learn from others mistakes, experiences and situations you create.  Grant gives us a great head start this week by showing us…

The Two Biggest Mistakes With Internet Leads:

1.Assumptions: Assuming your lead has not done their homework is a mistake. The internet makes it easy to comparison shop. For you to think they haven’t compared is wrong. The good news is that by the time the shopper submits a lead to you, they are most likely ready to have a serious conversation about purchasing. Speed matters otherwise you’ll lose their attention. Prospects have information—they may have read product reviews about your product, reviews about your company, or be possibly confused about product offerings, price, and the competition. It’s all out there for them.

The great thing about the internet is that people want choices and you get a shot at more perspective buyers. When you receive a lead from an internet buyer, you don’t want to treat them like a cold call. You have to know that they know something about the watch they looked at, the bike, the insurance policy—whatever it is they are searching for.  Well-informed buyers are a great sales prospect but by missing the fact that they are educated you can mistreat them.

Never assume they haven’t done research. Focus on correcting any misconceptions and to do that you need to know what they know, what they think, what they don’t know, what they’ve looked at and not looked at before you start convincing them of your product or service. Take a moment to ask people if they’ve looked at other sites and what other information they’ve collected about it—because you don’t want to waste their time talking about what they’ve already learned.