More threads by bluebeacon

bluebeacon

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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?
 
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?
 

This might give you some ideas.​

How Socratic Method AI Helps Close Sales Leads:​

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

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