Clients Can't Close Leads

[bluebeacon]

We have a few local clients that are seeing a large increase in their lead volume from our efforts, however their inability to close leads is becoming a problem.
The owners are usually out in the field and their CSRs are trained for customer service not sales.

We have provided basic sales training resources and some customized phone scripts and workflows to help them capitalize on the leads however I'm not sure if this will move the needle.

They don't have the budget for in house sales training so we are looking for solutions to solve the closing rate problem as well as set expectations for future clients.

Should we add a clause to our service agreement outlining its the clients responsibility for closing the leads?

 

[Chris Barnard]

Not a great problem to have, but no lead volume would be worse right, you're still justifying your work and proving at least potential ROI/ROAS.

It would certainly be a conversation during the pitch and onboarding process, and revisited often. Either way you're adding value to your services. By providing the call intel/prospect handling, you are educating your client and providing them with solutions to improve their business.

Have you had a blunt conversation with the decision maker(s)?

IMO I'd want to ID those clients who don't track conversions or have weak sales or intake before they come aboard, but it can't hurt to add that verbiage to your service agreement.

If they use call tracking, have you tried using any of the transcripts or AI-assisted stuff to illustrate the call handling/sales issues?

 

[Adam Kaufman]

This might give you some ideas.​

How Socratic Method AI Helps Close Sales Leads:​

• Lead Scoring and Prioritization
  • Utilize Socratic Method AI's advanced AI algorithms to analyze behavioral and demographic data, assigning scores to leads based on their likelihood to convert, helping sales teams focus on high-priority leads.
• AI-Powered Conversational Engagement
  • Implement Socratic Method AI's chatbots and virtual agents to engage leads in real time, answer questions, and guide them through the sales process, ensuring 24/7 personalized interaction that keeps leads warm.
• Personalized Outreach Automation
  • Automatically trigger customized follow-up emails and messages based on a lead’s behavior and engagement patterns, leveraging Socratic Method AI’s predictive AI models to send the right message at the perfect time.
• Predictive Sales Analytics
  • Use Socratic Method AI's predictive insights to analyze past interactions and forecast which leads will likely close, empowering sales teams to focus on the most promising prospects.
• Conversation Analysis and Sales Coaching
  • Analyze sales calls, emails, and chat interactions using Socratic Method AI's conversation analysis tools to identify key buying signals and improve communication techniques, helping reps close deals faster.
• Automated CRM Data Entry
  • Leverage Socratic Method AI’s automation capabilities to automatically update CRM records after each interaction, freeing sales teams from manual data entry and allowing them to focus on selling.
• AI-Powered Lead Nurturing
  • Socratic Method AI tracks lead behavior, such as website visits or content downloads, and automatically triggers personalized nurturing sequences to re-engage cold leads and move them down the funnel.
• Sentiment and Intent Detection
  • Use Socratic Method AI’s sentiment analysis to gauge the emotional tone of leads during conversations. This will allow your team to tailor responses and address concerns more effectively, improving close rates.
• AI-Driven Retargeting Ads
  • Automatically generate personalized retargeting ads for leads that didn't convert, using Socratic Method AI’s predictive algorithms to ensure relevant messaging that keeps your company top of mind.
• AI-Assisted Negotiation and Pricing Recommendations
  • Implement Socratic Method AI's data-driven pricing tools to suggest the optimal price and discount strategies for each lead, maximizing deal value while increasing the likelihood of closing.

This strategy ensures an efficient, data-driven approach to nurturing and closing leads powered by Socratic Method AI.

 

[MeganR]

What industry is your client in? That may provide better insight in 'how to close' resources.

 

[greg.gbm]

@bluebeacon , looking for solutions to solve the closing rate problem as well as set expectations for future clients is something every agency should look seriously because clients often lack the ability to discern the root cause of poor lead to sales conversions. Some of them will assume that the leads that you painstakingly generated should be the typical kind that walks up to a McDonald's counter giving their order to the counter staff and their CSR should just punch in these orders into their POS.
In my experience with many service based local businesses, this dream scenario is never the case.
While you may add a clause in your service agreement regarding this issue, it would be far better to discover this weakness in the client's operations during the pre-sales/discovery stage and nip the issue in the bud before going further with them.