Category Archives: Lead Response

Effectively Using Live Chat

Chat is a powerful tool for keeping in contact with your customers, and we’re proud

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of how Conversion Support strengthens our clients’ bottom line. Whenever we work with a new customer, we remind them of something crucial: More important that the actual tool is how you use it.

A company could employ the sharpest customer-facing live chat interface, but without the sharpest operators using it to communicate the right information to customers, chat’s just not going to work. Chat supports your customer relationships; these best practices support chat.

1. Ask targeted questions.
Outcome-oriented queries keep customer-to-representative chats moving along. Customers and companies love that. Nobody likes wasted time. Your chat operators need to ask the correct questions to gather accurate information, and then use that information to deliver a substantive response.

Auto sales is a terrific example. One of our most prolific

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chat users works in this industry, and they make a practice out of asking five question types that regularly deliver solid leads (and happy customers).

If you’re in a customer-facing industry, what top five questions do your customer service agents regularly ask?

2. Don’t fall back on cliched phrases to pad responses or buy time.
When a phone representative drones through an overused phrase meant to rhetorically soften a request, my cortisol levels palpably rise. Please don’t patronize your customers by saying how happy you are to look up their purchase order for them. Just do it, and deliver your response succinctly, clearly, and correctly. Be friendly without being fake or saccharine.

A successful chat is a human-to-human interaction—that’s the beauty of live chat!—so why revert to machinelike, preset phrases that don’t mean

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anything? That’s subverting the implicit message of live chat. Despite the digital delivery system, you’re still two humans conversing in real-time. So be human.

3. Put experts in charge.
Live answers are useless if they’re wrong. We’ve found that the most successful users of live chat are the companies that put experts front-and-center, facing their customers. Again, if a customer is chatting with you, they’re engaged. They’ll get frustrated if they have to wait too long for the right answers. Dodge that bullet by making sure your live chat operators know their stuff.

4. Make sure chat enhances your customers’ experience.
That means you’ve got to give them something worthwhile: An answer, an insight, a mollified concern, even a friendly, capable personality to embody your brand. Think of live chat as a product for your customers and an investment for you. Live chat gives you sales leads and a stronger connection to your customer base. What, specifically, can live chat give your customers?

Sales Claustrophobia and Lead Response Tools

Live Chat Sales Agent Feeling Claustrophobic
Live

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Chat Sales Agent Feeling Claustrophobic

Anyone who has been in the world of online sales has most likely read the MIT Lead Response Study. This fascinating study defines a small window of time when a sales representative is most likely to find success in qualifying a lead and converting that lead into a sale.

When a lead registers on a contact form on your website, the best time to contact that person is right now. Wait just one hour, and according to InsideSales.com, “the odds of calling to contact a lead decrease by over 10 times in the first hour.”

Of course, these are just the numbers for making contact. Even if you were to successfully make contact, according to InsideSales.com, “the odds of calling to qualify a lead decreases by over 6 times in the first hour.”

The bottom line is that in a sales environment, timing is everything. There is a very small window of opportunity in which a sales representative has in order to successfully respond to a sales inquiry. That window of opportunity starts closing very quickly, and after an hour, the walls have closed around you, limiting your ability to make a successful impact in your follow-up calls.

Sales is definitely not for the claustrophobic, the people who are afraid of tight spaces. In this field, we must be prepared to act quickly, before the imaginary, yet very real walls of lost opportunity close around us.

The question is how does one use this knowledge of lead response rates in order to successfully take advantage of the opportunities presented. One tool that can help you manage your lead response callback times is our Active Response engine, which we use to power tools such as click to call and our lead response callback system.

This tool has been used successfully in our contact center’s sales department for years. We’ve seen significant increases in our sales numbers since implementing this solution, and now we’re working on bringing it to our clients. I’ll be beta testing this new client-facing solution on our website, and once the bugs are worked out, we will announce the release of this solution as an add-on feature in the Conversion Support Control Panel.

My hope is that it will help reduce your sales claustrophobia just as it’s helped reduce ours. I’ll post more updates as we make more progress on this new solution.

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