How to Convert Inbound Leads into Sales

What excites you the most as a sales professional?

Is it the leads or the conversions?

It is the conversion, right?

You may be getting tons of inbound leads for your business, but it would not matter if the conversion rate is poor.

And that is the criteria on which sales performance is judged.

It does not mean that getting a large number of leads is not exciting. It literally means that you have just crossed the first hurdle.

You need to keep track of all the leads in Salesforce and attempt to get the maximum conversions into opportunities as well as customers.

So, you know what you need to do.

But, the question is how do you do it?

In this article, we will thus go through some of the best practices or useful tips on how to convert inbound leads into sales.

Key Points to Implement to Generate Sales from Inbound Leads in Salesforce

15092004203_3f98971cd2_zInstant Follow-up with All Leads

People’s memories are short-lived! A customer is likely to purchase the required stuff from websites or businesses that make him or her feel wanted.

There is also a great likelihood that the potential customers will make successful purchases with businesses that follow up with them first.

They will definitely remember those that frequently followed up with them. When you receive a lot of leads, there is the chance of missing out on instant follow-ups with some of them.

And that could be the difference between a successful conversion and an unsuccessful one.

So, you need to take special care to ensure that all leads are entered into Salesforce as soon as they are received.

Later, you need to make sure that the task of following up on the different leads is delegated across your team.

In this way, you can rest assured that all the leads are followed up. Moreover, you should not stop there!

If there is no response for a day or so, you can follow up in a slightly different manner. This will ensure that your customer is not irritated.

You need to be as personal in your approach towards the leads as possible.

Also, if there is some interest shown by your leads for the first time, make sure that your response time is quick.

In fact, it should be a continuous effort to reduce your response time every month.

For example, if you are taking a maximum of five hours to respond now, try to reduce it to three to four hours for the next month. You will definitely see positive results with such minor changes over a longer period of time.

Provide Comprehensive Answers

It is not enough to just keep following up with your leads or prospective customers. You need to make sure that you have complete knowledge about the various products and offerings of your business.

This will enable you to respond immediately with complete details when a lead comes up with a query. It makes the target customer build trust in you and your business.

They realize that you value customer service and are likely to feel really good about getting timely responses to all their queries.

They may keep bombarding you with queries, but your aim should be to stay patient and answer every query quickly with all the information.

Your aim should furthermore be to reduce the number of queries received from the leads. For this purpose, you need to provide more comprehensive information about your products beforehand.

This would reduce the turnaround time and you will likely convert potential customers into actual ones quickly.

Offer Your Products in a Variety of Combinations through Quotes6776261507_c57032ec91_z

Apart from the answers that you provide, you also need to provide numerous quotes to your opportunities and qualified leads.

You should target customers who have shown an interest in buying your services or products. You should furthermore create your quotes and present them in such a way that they include different sets of your products.

For example, if you are offering quotes for four products (A, B, C, and D), then you can include quotes for the following combinations of the products:


  • A, B, and C
  • A, B, C, and D
  • A, C, and D
  • A and B
  • C and D
  • B, C, and D

The objective should be to get the customers to buy the higher priced products or their combinations.

So, you can probably be smart and offer a small discount on a larger set of products.

In the above example, you can offer a discount on the product sets that include all four products or three of the products.

Thus, instead of purchasing only one product or two products, your prospective customers are attracted to the discounted quotes offered in combo packs of three or four products. This will likely convert more leads into sales.

If you offer them only one or two alternatives, they may come back asking queries about the possibility of buying the products in different combinations.

So, it is best to offer such information beforehand. Your task is to help them make a quick purchase decision by offering them various alternatives.

Set High Goals and Measure Your Conversions Using Different Metrics

You would already be counting the number of leads converted into sales every month for your business.

However, your team’s performance should not only be measured based on the number of conversions. You need to keep track of various other parameters, such as:

  • The number of leads received every month;
  • The percentage of leads converted into qualified prospects (who are interested in buying from you and who have the purchasing power);
  • The percentage of opportunities that were lost (could not be converted into sales); and
  • The average response time to leads and opportunities.

The idea is to understand if you are making progress. If you see some loopholes, work on them and come up with better marketing campaigns for different types of leads and opportunities in Salesforce. Ultimately, you need to learn to constantly convert more leads into sales for your business.

We hope that the above tips will help you convert the maximum number of leads into sales for your business.

If you have tried out some other useful steps in Salesforce with better conversions, then please feel free to share them below. Thanks for reading!

Image Sources: Pablo, Flickr, Flickr

Published by

Ohad Oren

Ohad Oren is Co-Founder and COO of ONDiGO. Prior to ONDiGO he Co-founded several start-ups. Ohad has years of experience in Sales and Business Management. You can follow him on twitter on @OrenOhad

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