How to Get Sales Leads to Chase You

Olin Hyde
February 5, 2019

It may seem like the stuff of dreams. Rather than chasing leads all the time you can get your sales leads to chase you.

This may sound like a fantasy, but it can become a reality if you try hard enough. This guide is going to show you how your sales leads could come to chase you.

Why the Manual Sales Process Wastes a Lot of Time

Prospecting for sales leads on social media and spamming people about your product is a complete waste of time. Most of the businesses you are speaking to don’t care about what you have to say, and thus this is wasted time. The manual B2B sales method was passed down by the previous generation.

It’s no longer worth the effort.

So how does the manual sales process work?

  • You use social media ads or PPC to get businesses to do something. Once they do that thing, such as signing up to your newsletter, you have a lead.
  • Then you will spend months talking to that business in an attempt to get them to buy something.
  • Along the way you will track important metrics and monitor how far each customer has made it through the sales process.

Don’t assume for one second that this is suddenly completely ineffective. If you are good at it, you can still use the manual sales process to bring in a lot of money. But you likely want to do more than that. You want to improve and you want to encourage people to actually call you.

It’s All About the Authority

Authority is the key and can become your unique selling point. Take a look and monitor your online reputation and ask the question whether you think your customers view you as an authority. It’s something that so many businesses take for granted. B2B businesses assume that they can post a few pieces of content and answer some questions on LinkedIn and that will automatically make them authorities in their line of work.

That’s not the case. To begin with, salespeople have to understand that they and their colleagues are selling through their eyes, rather than putting themselves in the shoes of others. They are not taking into account that people are buying to solve a problem not just because they feel they have to buy something.

So how do you establish the necessary authority to get people to actually call you?

To begin with, you need to empathize with the customer. Listen to the problems of your customers. Monitor your emails, notes, and anything you have recorded over the phone. It won’t take you long to spot some trends. These are the problems you need to understand and empathize with.

Now you are the expert who can deliver the solution, whether it’s via a blog post, video, phone call, or anything else.

The solution doesn’t have to be something you sell. You may even point towards a competitor’s product. At first glance, this could seem like the worst decision you could ever make. For a B2B business, though, it sends a message. It shows that you are there to help the customer, even if it means losing a sale.

Other businesses respect that. It will make you a B2B authority because you are giving unsolicited advice in an attempt to help, rather than to just close a sale. You will discover some lost sales in the short-term, but in the long-term you are going to get a far stronger brand.

Use Sales Automation Tools

Users of the manual sales process realize how intensive it is. If you can automate much of this process, you can free up a lot of time to work on other aspects of your company. A total of 63% of companies beating their competitors are using automation. Look over your notes and start crafting an automated email sequence. Send this out to everyone on your email list.

You’ll be shocked at the transformation as people start to contact you asking to speak to you. You have created leads automatically with only a small amount of input from yourself at the very beginning.

Your Sales Approach Can Be A Transformative Process

Going from active selling to educating people is a process that will help you to build authority without doing it one customer and one phone call at a time. In the B2B world, this can completely transform your business and it can give you the authority necessary to gain more leads.

You will find your relationships far more advanced when you first make contact and your conversion rates much higher.

How are you going to use authority to craft customer relationships today? If you join our beta today, we will give you 100 free leads.

Further Reading

Lainey Mebust
July 10, 2020
Lainey Mebust
June 24, 2020
Lainey Mebust
November 22, 2019