Master the Art of the Soft Transfer for Qualified Leads
Posted: Tue Dec 17, 2024 8:27 am
As your sales reps take on the front lines of selling, who’s doing your lead qualification?
Think about this when you sign up for a live transfer service. Inbound “sales” calls potentially can convert ten times better than clicks, but are you sure that you’re getting highly qualified leads that your reps can act on? Or are you buying a glorified answering service?
Live Lead Transfer Just Another Form of Lead Gen
So why am I opposed to live transfer? After all, it means special database reps don’t have to spend their time cold calling. They don’t have to leave countless voicemails, many of which won’t be returned.
What’s more, live transfer ensures that someone responds when a call comes in and immediately transfers it to a company sales rep. And we all know from James Oldroyd’s research about the importance of a quick lead response time.
But what sounds good on paper is missing one critical element. In all the effort to make a speedy transfer, little attention is given to lead qualification. So, while your sales reps may be able to strike while the call is hot, they are in the dark. They don’t know anything about a potential prospect’s pain points, whether their company has a good solution to meet a lead’s needs or whether the person calling is even a decision-maker.
Without taking the time for lead qualification, the live transfer is essentially a blind transfer.
And what if no rep is available to take the call when transferred? Then even the advantage of speedy response management is out the window.
Think about this when you sign up for a live transfer service. Inbound “sales” calls potentially can convert ten times better than clicks, but are you sure that you’re getting highly qualified leads that your reps can act on? Or are you buying a glorified answering service?
Live Lead Transfer Just Another Form of Lead Gen
So why am I opposed to live transfer? After all, it means special database reps don’t have to spend their time cold calling. They don’t have to leave countless voicemails, many of which won’t be returned.
What’s more, live transfer ensures that someone responds when a call comes in and immediately transfers it to a company sales rep. And we all know from James Oldroyd’s research about the importance of a quick lead response time.
But what sounds good on paper is missing one critical element. In all the effort to make a speedy transfer, little attention is given to lead qualification. So, while your sales reps may be able to strike while the call is hot, they are in the dark. They don’t know anything about a potential prospect’s pain points, whether their company has a good solution to meet a lead’s needs or whether the person calling is even a decision-maker.
Without taking the time for lead qualification, the live transfer is essentially a blind transfer.
And what if no rep is available to take the call when transferred? Then even the advantage of speedy response management is out the window.