Aged debt leads are simply customers that haven’t been helped. So often lead buyers miss this opportunity, believing only fresh sales leads can produce closed deals. Meanwhile, many sales and marketing studies reveal that Internet customer inquiries tend to close at a higher rate 30-60 days after the initial inquiry.
At under $1 per lead versus the $10-$50 your competitor is paying for real-time leads you need to keep these aged debt lead conversion secrets to yourself! Here is the proven formula:
1. Be smart in your lead buying: When you enter into the aged lead market you are treading into the murky backwaters of online lead generation. It is filled with treasure and gold, but you have to find a solid, reputable partner.
Make sure your aftermarket data provider is a verifiable business, properly established, and willing to give references. Then start your buying with small amounts of data and cost–this will establish a benchmark of quality and return on investment.
Once you find the right blend of leads and partner begin to scale up your buying and operations.
2. Immediately email and phone verify each lead: As soon as you get any new lead data you should immediately verify all contact information. This is important not only to validate the quality of the lead data, but also to effectively segment and prioritize your lead data.
This process also allows you to update contact information, append new contact information, and firmly establish some initial relationship with the customer as you add them into your marketing program.
3. Use lead management software: With real-time leads that you throw away after 5-7 days you may be able to get away with managing leads in your email, but for serious database marketing you need a lead management system. By the way, the inefficiency of lead buyers not managing, losing, or arbitrarily discarding leads after 5-7 days is exactly what makes aged debt leads such a great value.
Your lead management system should make it easy to status, track, and follow-up on database leads. Lead management software should be simple to configure workflows, trigger pre-defined email campaigns, and remind you to call leads as they are worked throughout the year.
4. Create call and email scripts: Don’t contact your vintage leads in a haphazard way. Script your call routines and email drip campaigns as you would any other marketing plan. Your calls and emails should follow a logical, valuable path that lead the customer to debt relief when they need your services.
Like any good story your call and email scripts should be broken into small chapter size pieces that when put together communicate a clear beginning, captivating middle, and satisfying conclusion. Don’t jump straight to a closing on an aged lead–be polite, introduce yourself, build credibility and trust, then go for the close. This process may take weeks and several contacts.
Diligence and good process is what helps harvest the most value from aftermarket leads.
5. Status every lead: As you work through your leads you must have a simple and consistent way to status each lead. This will allow you to segment, analyze, and workflow out your sales and marketing processes for maximum effectiveness.
6. Develop lead nurturing workflow: Lead nurturing is critical to maximizing your aged consumer data investment.
Each aged lead that you buy is a customer. They have a variety of dates of inquiry, motivations, and buying intent. However, each originally showed interest in solving a debt problem. That means that they are or will become a candidate for your debt solutions.
Lead nurturing allows you to stay top of mind with the customer through a variety of communication methods (i.e., telephone, email, newsletter, website) with a methodical, long-term strategy. That way when they are ready to solve their debt woes you are the first one they call.
7. Lead with value, not hard sell: Remember these are aged leads–they could have been damaged or bruised on their path to you. Barging in with a hard close will probably not be the best strategy.
Build a script that leads with solid value and information. The sale will come. Build credibility and trust first.
8. Establish professional web presence: Since your first contact is going to be relatively cold I recommend a top-notch website to reinforce your credibility as a debt solution provider. Immediately directing a skeptical person to a website full of information, value, and testimonials will take the pressure off the initial contact.
A great website will also give them a quick and easy way to get back in touch with you. A “no: know may become a “yes” later if they can find you quickly when their needs change.
9. Follow-up, follow-up, follow-up: Customers needs are constantly changing. Nowhere is this more the case than in managing personal finance. Debt challenges can creep into peoples life in the most inopportune and unexpected ways: illness, loss of job, sudden turn in the market, marriage, divorce, kids, college, and many other life events.
Stay in contact. Consistently check in and ask questions. Provide information and advice. You never know what the next follow-up might bring.
10. Never kill a lead: This goes hand in hand with number 9. Leads never die–timing simply may not be right. Whether it is a debt work-out or a referral to a family member in need, every lead with make you money over time.
—
Next Wave Marketing Strategies brings over 5 years of integrity, innovation, and client satisfaction to the aged debt leads market. We offer industry leading quality control, data cleansing, and a generous return policy to empower you to build your business in the fastest, most cost effective manner. Learn more about aged debt leads.
{ 0 comments… add one now }