As a sales rep, you’re always looking to get ahead and crush your goals. That said, waiting for website visitors to request an inbound chat with you won’t be enough to get you there. Think about the last time you visited a clothing store -- did a salesperson greet you and ask if you needed any help? Imagine if that salesperson saw your company t-shirt and started a conversation about you, using what they knew about your company.
In the same way, sales reps using Qualified can be most impactful when they outbound chat, or what we call “pouncing”. By pouncing on website visitors, you’ll get more leads and more meetings, faster.
When you log into Qualified, you’ll see a number of live stream columns, configured by your sales manager or Qualified administrator. These are designed specifically for your business with the newest website visitors at the top of the page and the most VIP visitors on the left.
While you could pounce on any visitor, we highly recommend prioritizing certain visitors over others and being as specific and targeted as possible. This will allow you to have the most meaningful conversations and spend your time with the visitors most likely to convert.
We recommend targeting five groups of visitors:
Not all visitors are going to fall into these top five buckets of visitors. So how do you effectively pounce on anonymous visitors that you don’t know much about?
Qualified makes it easy by empowering you with additional signals to supercharge engagement with anonymous visitors. By focusing on digital body language, location data, and data gathered from chatbots, you’ll be armed with information that can help fuel engaging, personalized conversations. Use this information wisely to drive productive sales conversations with a visitor that’s seemingly not sales ready. Flipping an anonymous visitor into a stage 1 opportunity in the first visit is one of the most exciting wins!
Although you can’t see your visitor face-to-face, you can see their digital body language. That is, you can see how a visitor is interacting with your site. By looking at Live View, Active Tabs, and Page Type within Qualified, you’ll be able to gain pretty deep insights about your visitor.
Live View - Don’t be quick to write off an anonymous visitor! Qualified Live View helps you understand a visitor’s intent. When it comes to pouncing, it’s powerful to reference what you see them doing: scrolling, hopping pages, watching a video, etc. The longer a visitor spends on your website, the more likely the visitor is worthy of a pounce.
Active Tabs - You have a limited window of time when a buyer is focused and active on your website. Don’t miss it! Leverage a visitor’s open tabs to personalize and time your messaging. Qualified will tell you when a visitor is viewing another tab, which helps you avoid starting a chat when they’re inactive or distracted.
Page Type - A visitor’s activity on a high-converting page is a good indicator of interest and what they care about. Address the visitor’s page and what they’re reading or highlighting to demonstrate a shared co-browsing experience. Visitors are more likely to engage in a conversation when they feel understood.
Qualified provides the location for every visitor, known and unknown. Referencing a visitor’s location demonstrates you are not a bot and can be a great ice breaker. Draw a personal connection when possible. If you’ve lived in or visited the city where they reside, mention it!
Chances are you won’t have a sales conversation here, but you’ll leave them remembering the positive VIP treatment from your brand.
When you’re not sure how to proactively engage, lean on information collected by the bot onsite. You can set up your bots to collect information about visitor intent, company size, and any other fields you care about for qualification and routing.
Don’t let a bot be the last “person” a qualified visitor speaks with. Use chatbot data to wow a visitor with the transition from bot to human. Always continue the conversation where the bot left off. Reference previous answers and don’t repeat questions.
It can be hard finding the right conversation opener for a website visitor. We’ve given some examples for pouncing on some of the top priority website visitors - but what about others?
Here’s a list of some greetings that generate engagement for us here at Qualified:
Looking for other examples? Chat with our team here and ask them for their favorite pounce opener!
In the past, when a visitor filled out a form and left the site -- your job was to pepper them with emails and voicemails to try to get them into a meeting to run your discovery. Now you can do it immediately when you have them in a conversation!
Now since you have them in a conversation via chat or voice, you can run your discovery in the moment, on the same day they arrive to inquire about your solution. When you do your discovery and qualification on the same moment the visitor arrives, your odds of converting that visitor into a Stage 1 Opportunity increase by 6X. Simply put, you have their attention, right now!
Think of this as your first sales meeting! Run a quick discovery via chat. Have a list of your top three qualification questions ready to help understand if the lead is a good business fit. In fact, make these questions shortcuts so you’ll always have them on hand.
Remember, sales conversations are a give and take process. A visitor who is actually interested in purchasing will understand that they need to answer a few questions for you to direct them to the right place. Don’t shy away from the opportunity to gather insights!
Make sure to grab an email address once you’ve qualified the visitor and get on a phone call as soon as possible. Qualified even has built-in telephony capabilities to host your first sales meeting right on the website, if the visitor is ready.
Still Have Questions?
If you have any questions, feel free to chat with us using the Qualified app on this page or reach out to the Qualified technical support team.