If you were a Sales Rep in a physical store, there are two ways that you can speak to a potential buyer. Either you wait for the person to come up and ask you a question OR you proactively walk up to someone and offer your help. At Qualified, we call proactively starting a conversation with a website visitor “Pouncing.”
There are some fundamental elements that you should know about pouncing before upping your game. If you haven’t already, check out Pouncing Fundamentals to learn who to pounce on, when to pounce, and how to have a conversation that started with a pounce.
If you’ve already mastered the basics and you’re looking to level up and Pounce like a Pro.. Keep reading.
POUNCING PRO TIPS
- Have varied greetings and engagement tactics ready to go in your shortcuts. You’ll need to play around with your opening line to see what works. You know your brand- so try some things out!
- Research visitors that pop up and leave the site. So that when they return, you have the context you need. As much as you can, self service information. If you see someone visits your website and then leaves- be prepared when they come back.
- Send a few messages for the initial pounce rather than just one. Be engaging and conversational. You wouldn’t send a novel to your friends when texting, so don’t do it on Qualified either.
At Qualified, when we look at team performance we look at two metrics related to pouncing: number of pounces and numbers of pounce conversions (how many pounces got a reply.)
If your number of pounces is high, but your pounce conversion rate is low you may need to shake up your pounce strategy. As a good rule of thumb, the amount of pounce conversations that you’re having with website visitors should be at least half of the total amount of conversations. For example, if between March 1 and March 31 you as a rep have 500 conversations with website visitors- at least 250 of those conversations should’ve started with a pounce vs. an inbound chat request.
Finally, always remember to personalize your pounces to the extent you can. We cover personalization tactics in the Pouncing Fundamentals guide on Qualified University. Get ready to be a pounce pro!
Best Practices Masterclass (Full)
In this Halloween edition masterclass, check out Qualified Sales Rep Brent Boyd's tips and tricks for how to succeed in Qualified.
Qualified For Outbound Masterclass (Full)
For customers with Qualified's buying intent signals, learn all about the data you have accessible and the smartest ways to use it.
Play: Not the Right Person to Chat? Transfer It Over!
In this play, see how transferring a chat to another person could be the right move.
Play: Face to Face Qualification
In this play, learn how effective it is to hop on a video call in order to get all of your prospect's questions answered quickly.
Play: The Pricing Page Pounce
In this play, learn why it's crucial to pounce on visitors on the pricing page.
Play: Continue the Conversation- From the Email to the Pounce
In this play, learn how to continue the conversation with a prospect from the email to the pounce seamlessly and without friction.
Play: To Be Seen or To Not Be Seen
In this play, learn how multiple messages when pouncing gets you a better chance at a response.
Play: ABC- Always Be Confirming (the right) Next Steps
In this play, see how you can make sure the next step you take is the right one- all within Qualified's Meeting Booker.
Play: Just Browsing? No Problem!
In this play, learn to meet buyers where they are and see how that gets you further in the long run.
Play: Give Your Visitors a Meme-orable Laugh
In this play, learn how to capture the attention of your visitor by sending a meme.
Play: Waking the Dead 🤯
In this play, check out how to capture the attention of previous warm leads that fell out of reach.
Play: Following the Signals
In this play, learn how Qualified Sales Rep Chris followed the signals and booked a meeting.
Play: Add Multiple People to the Meeting with Qualified
In this play, learn how to add multiple people to a meeting right from Qualified using the Qualified Meeting Booker.
Play: Capture Hearts by Using Location Data
In this play, learn how to really grab your website visitor's attention by pouncing and referencing location data.
An Introduction to Qualified Video
In this guide, get a quick introduction to how you can leverage Qualified Video for chatting with visitors live on your website.
Avoid Wasting Time Sending Emails To People Who Aren't Buying
In this guide, learn how to get the most out of Qualified as an Outbound Sales Rep
Play: Read Minds with Type Ahead and Upgrade to Voice/Video
In this play, learn how to strategically read someone's mind to know when it's time to upgrade to voice/video so you can get that next meeting on the books.
Play: Outbound Strategically
In this play, learn how you as a Sales Rep could use Qualified Signals to prioritize your outbound efforts.
Using Qualified Video Strategically
In this guide, learn how to use Qualified Video to your advantage when chatting live with prospects on your website.
Advanced Conversation Tactics
In this guide, check out our advanced conversations tactics to keep prospects engaged while chatting on your website.
Turning An Anonymous Visitor Into a Best Friend
In this guide, learn how you can turn anonymous buyers into your best friends by delivering a personalized pounce and confirming next steps.
Play: Enhance Your Cold Call with a Website Tour
In this play, learn how to accompany your cold call with a visual- your website!
Shortcuts from the Experts
In this guide, learn about how to enhance your shortcuts to be more effective in conversations.
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Importance of Being Available
In this guide, learn why it's crucial to set yourself as available when you're able to take a chat and unavailable when you've stepped away.
Play: The 1-2 Punch Outbound Click Thru
In this play, learn how to greet your target outbound visitors the moment they arrive on the website with the right context.
Play: Keep Salesforce Accurate without Switching Tabs
In this play, learn how to keep your Salesforce records up to date without ever leaving Qualified.
Play: Up-leveling your Humanness with your job title
In this play, learn how to creatively use job title in Qualified to drive visitor engagement.
Using Qualified As A Sales Rep: Inbound Chat vs Pouncing
In this guide, learn about the two actions that sales reps take in Qualified Conversations: Inbound Chat and Pouncing.
Conversational Writing Best Practices
In this guide, learn five tips to help you be more conversational and initiate productive sales conversations with your buyers.
Qualified Overview Guide
In this guide, learn about Qualified, conversational sales and marketing and about how to prepare for sales training.
Sales Rep Setup Guide
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Qualified Voice & Meetings
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Shortcuts and Alerts
In this guide, learn how to use personal and team shortcuts in Qualified as well as in-app, Slack or MS Teams alerts to discover new leads faster.
Using the Live Stream
In this guide, learn how to use the live stream to chat with visitors and find helpful details to better inform your conversations.
In this guide, learn how to "pounce", or outbound chat on VIP visitors arriving on your website.