When speaking with companies regarding the overall quality of the leads they receive via search (whether organic or paid), I hear common complaints:
"The leads come in and we respond, but then we never hear back."
"The leads are already talking to our competitors."
"The leads don't respond well to our proven sales process."
Those concerns are often true, but the conclusion that's often drawn—that search leads are low-quality—usually is not.
The truth is that there are critical differences between leads that are generated from a search query and leads that are generated from referrals and other traditional sources. Search leads are better served by a customized selling approach.
This article will discuss the primary reason search leads are distinct from others, review some common sales approaches that can hurt your chances with them, and then discuss some relatively simple adjustments you can make to better capitalize on search leads.
The Immediacy Factor
Take the first step (it's free).
You may also like:
- Search Trends During COVID-19 and the Exit Phase [Infographic]
- SEO vs. Google Ads: Which Approach Is More Effective?
- The Most Common SEO Issues Impacting Crawlability and Indexability
- How to Adapt to the Zero-Click Phenomenon and Dwindling Page One Organic Search Results
- Five Google Ads Tips to Help You Become a Better PPC Marketer