Jennifer, Here Are Your Articles for Wednesday, September 21, 2016
Is this email not displaying correctly?
View it in your browser .
Share Save

Is This Your Situation? Best Practices to Turn Those Leads into Initial Consultations


Outreach Tips

Your first outreach is a combination of emailing and calling individuals whom you have some sort of connection with. Perhaps you are part of a similar group or organization, and you're emailing/calling to propose a meeting about how your services could benefit them. Here are some fast tips to succeed at the initial outreach.

  • Clear Subject Lines
  • State Your Purpose
  • Date of Meeting
  • Persistence is Key

Always be clear about why you're calling/emailing and be upfront about scheduling a meeting. Including the date of a potential meeting actually increases the open rate by 30%-40%. Which brings me to my next point, when it comes to emails, you must be focused on open rates. Things that don't work are offering discounts or sales, as well as vague language about innovation and modernity. Be upfront about what you're offering and that you would like to schedule a meeting.

Lead Management

Part of managing leads is making sure that your marketing strategies work. Are they opening emails or filling out contact form submissions? Make sure that your marketing strategies have been tested and proven to increase open and click through rates. You also want to keep track of the status of your leads. In order to turn leads from cold to warm, categorize them in the following way.

  • Affiliation: Coldest type of lead. You have a loose connection, but have never met before.
  • Familiarity: Consider this a cool lead. You've met them once or share mutual connections.                                                         
  • Information: Getting warmer. This kind of lead knows about you and your business.
  • Experience: Warm lead. You've had conversations, discussed business and/or they attended a presentation.

Use this as a guild to help you increase your chances of setting meetings. You also want to think about qualifying your leads, which requires that you make sure a lead fits your buyer profile, has an interest in your company and is the appropriate person to be pitching services to. 

Measure Lead Conversion Rates

This is one of the most important steps to learn how you can turns leads into consultations or meetings. You can measure a conversion rate in a variety of ways; it all depends on how you determine a conversion. For instance, lots of businesses consider a conversion a purchase or sale. For the purpose of this article, we'll define it an initial meeting. If you want to calculate your lead conversion rate in this instance, use the following formula.

Conversation Rate = Total Number of Meetings ÷ Number of Leads × 100

If you scheduled thirty meetings out of a hundred leads, your conversion rate equals 30%. Only when you know your conversation rate can you begin to understand what works to convert leads and how you can improve this number.

If you are interested in increasing the number of meetings you get from your leads, please give us a call and we'll work on a strategy to help you achieve this. 

Digital marketing tools can help you easily convert leads and keep your pipeline full. Learn More at

Share Save

Your Comments

Out Of The Box Technology
out of the box technology
7150 SW Hampton Suite 200
Tigard, OR 97223
Friend Me on Facebook
Follow Me on Twitter
Connect with me on LinkedIn
Saved Articles
Comments and Feedback
Refer A Friend
Your Privacy
Our firm provides the information in this e-newsletter for general guidance only, and does not constitute the provision of legal advice, tax advice, accounting services, investment advice, or professional consulting of any kind. The information provided herein should not be used as a substitute for consultation with professional tax, accounting, legal, or other competent advisers. Before making any decision or taking any action, you should consult a professional adviser who has been provided with all pertinent facts relevant to your particular situation. Tax articles in this e-newsletter are not intended to be used, and cannot be used by any taxpayer, for the purpose of avoiding accuracy-related penalties that may be imposed on the taxpayer. The information is provided "as is," with no assurance or guarantee of completeness, accuracy, or timeliness of the information, and without warranty of any kind, express or implied, including but not limited to warranties of performance, merchantability, and fitness for a particular purpose.
Powered by
Copyright © IndustryNewsletters All rights reserved.

This email was sent to:

Mailing address: 7150 SW Hampton, Suite 200, Tigard, OR 97223