---
tags: Module 6
---
# How to connect with inbound leads

Let's suppose you have just received a new inbound lead.

- Marketing might have shared their contact details with you together with the content they just downloaded
- You might have gotten a connection request on LinkedIn asking to know more about X or Y.

What do do now?
 
## Your goal
Don't make the same mistake many salespeople do and jump straight into a sales demo call.

Your goal when chatting to an inbound lead doesn't change: **you're still trying to close a discovery call!**

Here are the objectives to keep in mind when engaging with a hot lead:
:::info
- [x] Gain a deeper understanding of their interest
- [x] Be helpful by sharing insights or offering specific content
- [x] Secure next steps (discovery call)
:::
 
## **Step by step guide to connecting with inbound leads**
### 1. Reach out as soon as possible!

If you only remember one takeaway from this lesson, let it be this one... **Timing is key when dealing with inbound leads. Every minute counts.** In other words, every minute you wait, your chances of success go down.

The faster you respond to an incoming lead, the higher your chances of conversion (next step and eventually, the close). Research shows that you should ideally follow up within **5 minutes!** This is what we refer to as the golden window.

Don't believe us? Check out [this article](https://www.forbes.com/sites/marketshare/2012/05/22/when-it-comes-to-inbound-marketing-time-is-definitely-of-the-essence/) or the graphic below.

*Source: [LeadSimple](https://www.leadsimple.com/sales-course/improve-response-time)*
 
### 2. If you can, call them
We highly recommend you pick up the phone. Calling the person is the best option for the same reason that cold calling is the most efficient prospecting channel: you usually connect in the fastest possible way.

If you can't, email them, but continue to try and reach them by phone.

In contrast to cold calls and emails, conversations with inbound leads have a more "qualified" context, making it easier for you to connect.

 
### 3. After introducing yourself, refer to the trigger event as opening line
An inbound lead has interacted with your company in one way or another.

You can refer to the trigger that converted them to an inbound lead (e.g. them downloading a case study), ask about their interest or do a quick targeted research about them and their situation beforehand.

This context allows you to offer value in a much more specific way right from the beginning.

Here is how this conversation could go in a phone call using the example of an inbound B2B lead at Hyrise Academy:

> Prospect: "Hello, Susan speaking."[color=green]

> You: "Hi Susan, this is Dominic from Hyrise Academy.[color=#0d0ab5]

> Prospect: "Hi Dominic, what can I do for you?"[color=green]

> You: "You have just downloaded our white paper on best pratices to train new sales hires on the job. I am wondering, what are you looking for help with?"[color=#0d0ab5]

> Prospect: "We are struggling to find salespeople and consider hiring complete career changers ourselves. Training them on the job may be an option for us."[color=green]

> You: "Ok, great. You are definitely not alone. We are seeing many companies dealing with this challenge. Just last week I talked to one of our SaaS customers that shifted to that model altogether."[color=#0d0ab5]

 
### 4. Ask follow up questions to learn about their interests and goals

No need to try and hastily close a discovery call, take some time to connect!

🪴 Make it feel like a natural conversation.

You can ask 1-2 follow up questions to learn more about their interest and goals before you then suggest a 20-30 minute discovery meeting.

Ideas:

- "What are you looking for help with?"
- "What challenge are you currently dealing with?"
- "What did you find most interesting about [content they downloaded]"

 
### 5. Offer immediate value
Once you've connected a little and asked some questions and before you close the discovery call, try to offer some immediate value.

Offer to share some additional content they might find useful, share industry insights or connect them to somebody else.

This should flow naturally from your conversations and findings.
 
### 6. Close a discovery meeting

As you do with outbound leads, end the call or interaction by closing a discovery call
 
### 7. If it's a call, follow up immediately

After you hang up? You know what to do :smiley:. You send a follow up mail with all content you promised along with the calendar invite for the discovery meeting.

Easy right? Dealing with inbound leads is one of the most satisfactory experiences for a salesperson!

Check out the video by Elizabeth Bailey, Channel Account Manager at HubSpot that nicely summarizes the essentials on how to connect with inbound leads.

<iframe class="vidyard_iframe" src="//play.vidyard.com/vNXpiJmdkX5Dnr8ZM9LjaU.html?" width="640" height="360" scrolling="no" frameborder="0" allowtransparency="true" allowfullscreen></iframe>
*Credit: Sponsored by Hubspot Academy*

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