by Scott Cahill
2012-01-30 05:52
There is an old axiom in the print journalism industry, or what remains of it, that went something to the tune of “if it bleeds, it leads.” Basically this meant that the headline for the days paper should be something related to the human condition as opposed to intangible. The headline of “Congress looks to Raise Capital Gains Rate” will always run behind that of “Fiery Inferno Leaves Family Homeless." It may be cruel but it is an abject truism that people are more drawn to what happens to others than that of arguing a hypothetical premise or intangible idea.
What does this have to do with Online Lead Generation, mortgage leads, or credit repair leads, and exclusive business leads you may ask? In short- it has plenty to do with it in that selling debt consolidation or loan modification has nothing to do with paying off bills or changing the terms of a mortgage; it has everything to do with how someone benefits from completing a debt consolidation program and how someones life is made better by going through a home loan modification program. Often times we confuse what our service is with how our services benefits others.
With that in mind we thought we would offer up this weeks Findmyleads blog towards tips geared to ACTIVELY engaging a prospect into conversation about your product or service thereof as opposed to simply throwing out a blanket phrase and hoping it sticks. Debt consolidation leads are much more then the tools of the trade; they are people and customers looking for a life changing service that will offer some small glimmer of hope that life after interacting with your company will be better then it was before.
Debt Consolidation- Why ask “are you looking for debt consolidation information?” when you can ask “Are you feeling overwhelmed trying to make ends meet?” People looking for debt consolidation are over whelmed and bringing out the distress early is the key to getting the next stage of discussion. Remember-its not simply simpliflying and streamlining budget; its offering a finish line where a potental clients life invariably will be improved after using your service.
Mortgage Leads- Why ask “are you looking to do a loan modification” when you can ask “do you think you are paying far too much on your home mortgage?” Once again there is no shortage of news about real estate interest rates and almost everybody these days knows someone who has gone through short sale or foreclosure and heard the stories about saving money through refinancing or a loan modification. In this case it is not simply a mortgage lead; it is the chance at letting a homeowner keep and stay in their home.
Credit Repair- Why ask “are you looking to get into a credit repair program” when the better question is “do you know that people with bad credit scores pay thousands if not 10's of thousands more in high interest rates?” Once again if there were no downside to having bad credit no consumer would care-but given the number of people with bad credit who realize the dangling carrot impossible to achieve be it those wanting a car, a home, etc etc the idea of pitching credit repair leads isnt simply a matter of getting a higher credit score as much as it is the higher standard of living that comes with the higher fico score.
Once again the question is designed to engage and lead the prospect into the next round of conversation. People will not buy from people they do not like or do not trust and without getting to the next layer of conversation those two issues will never be effectively addressed. Simply offering a blanket phrase of your service having an effective sales floor is turning those prospects whom are on the fence into those prospects whom are buying your product or service. And without question exclusive business leads will give you a great chance of converting a prospect into a customer; but actively engaging the prospect will raise your chances no matter what the lead quality may be.
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