6 November 2023

Securing That Crucial Meeting from an Online Lead: A Playbook

In this digital age, converting an online lead into a real-world meeting is often as tricky as making the perfect souffle. This mysterious alchemy is known as The Sales Process, and should be turning digital gold into tangible results. But how do you ensure that your online lead moves from being a name on a screen into a handshake in a boardroom? Let’s dive in.

  1. Understand the Lead’s Journey

Before you even think about securing a meeting, you need to understand the journey your lead has taken. What content have they consumed? Which emails have they opened? This isn’t about being creepy; it’s about understanding their pain points and interests. Ask questions, offer scenarios and discover their hot buttons. The more you know about their journey, the better you can tailor your approach.

  1. Offer Immense Value Upfront

In the world of online marketing, there’s a lot of noise. To stand out, you need to offer something so valuable that your lead can’t help but want to meet with you. This could be a free webinar, an eBook, or even a short consultation. The key is to make it so irresistible that they feel they’re missing out if they don’t take you up on it.

  1. Personalise, Personalise, Personalise

Generic messages are the death knell of online lead conversion. If you want to secure that meeting, you need to show the lead that you see them as an individual, not just another name on a list. Use their name, reference specific pain points they might have, and make it clear that you’re not just sending out a mass email.

  1. Use Social Proof

Humans are inherently social creatures. We look to others to validate our decisions. So, if you want to convince an online lead to meet with you, show them that others have done the same and benefited from working with you. Testimonials, case studies, reviews and endorsements can go a long way in building trust.

  1. Make the Next Steps Clear and Simple

So far, you’ve offered value, personalised your approach, and showcased your success with others. Now, it’s time to ask. But here’s the thing: if you make the process complicated, your lead will drop off. Make the next steps crystal clear. Whether it’s a link to your calendar, a phone number to call, or a form to fill out, ensure it’s straightforward and easy.

  1. Follow Up (But Don’t Stalk)

Sometimes, leads need a gentle nudge. Maybe they missed your email, or perhaps they’ve been busy. A follow-up can serve as a helpful reminder. However, there’s a fine line between being persistent and being annoying. Respect their space and time. If they’re not interested, it’s better to move on than to damage your reputation by being overly aggressive.

  1. Build a Relationship, Not Just a Transaction

This is perhaps the most crucial point. Securing a meeting isn’t just about making a sale; it’s about building a relationship. Approach your online leads with genuine interest in helping them, not just adding to your bottom line. When you prioritise the relationship over the transaction, you are being honest with them about whether your product really serves their needs. Being honest at this point is critical to your success. If your product is not a good fit, don’t be afraid to say so. Your honesty will turn the transaction into a relationship. They will appreciate your opinion more, and value your input on other solutions. In the long run, not only will you secure that meeting, but you’ll also lay the foundation for long-term success.


In Conclusion

In the vast sea of online leads, it’s easy to feel overwhelmed. But with the right approach, you can turn those digital names into real-world connections. Remember, it’s not about tricks or gimmicks; it’s about understanding, offering value, and building genuine relationships. When you master this art, you won’t just secure a meeting; you’ll create a loyal client base that will serve you for years to come.