Finesy profile picture
Finesy profile picture

Finesy

Account Representative III

Valued Contributor
Catalyst
Opinionated
+3

MQL’s that are just clicks

so for those of us that get leads we sometimes get the marketing qualified lead that is basically the prospect clicked on something. it generates a lead that goes to me and now I have to call and say something along the lines of "hey you prob aren't interested whatsoever but we saw you hovered your mouse momentarily on a link we sent you" or something of that nature. 
How do you approach those calls without sounding like we desperately track every move people make with our content? 
🧠 Advice
☁️ Software Tech
14

16 comments

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braintank
Politicker
5
Enterprise Account Executive
Just treat them as slightly warmer cold leads. No need to necessarily mention the click tracking, etc. Just use that knowledge to your advantage in your outreach.
Thesamiam13x
Celebrated Contributor
2
Sales
Yea those leads are garbage. I usually just say:

Hey ___, I noticed you shown some interests in ___, was there anything I can help you with or did you have any questions about it?
Kirby
Politicker
2
Sales Representative
Pretend it didn’t happen, and reach out to them like they’re a cold lead.
Finesy
Valued Contributor
1
Account Representative III
This made me laugh. Just ignore the pink elephant in the room. Let them blame Social Media for listening 😂
FeedTheKids
Politicker
2
Solutions Consultant
I never let them know that we track their clicks.... I just mention that I came across their website and saw XYZ value props. 

If I notice a competitor clicking around on the site I'll usually fuck with them and say something like "I see you've been active on the site, would you like a demo? Is there anything specific your looking for? I'd be happy to help..."

Usually for MQL's I just try to build some rapport because they likely just doing homework at the time but long term they'll hopefully respond to my follow up email when/if it makes sense. 
alecabral
Arsonist
2
Director - Digital Sales Transformation
What @braintank said.
FlintIronstag
Notorious Answer
1
Chief Marketing Officer
Yeah, just a slightly warmer lead. 'Hey, saw you did this action, did you know we have a free white paper or blah blah blah that goes into more detail about your interest? It can give you some time to think about blah blah while learning more about it. Did you want me to send that to you?"

I know a lot of CRM's automate content distribution on a click but some hold it back so you can make a personalized connection. Good luck!
Gyro25
Notorious Answer
1
Account Executive
Those qualified leads are about as qualified as the marketing department.. Jk(only slightly) 
Finesy
Valued Contributor
0
Account Representative III
Ayyyyyyyyyy.
KendallRoy
Politicker
1
AM
I treat them like how I treat 90% of marketing leads. I send one email, mark them as dead, and continue my focused prospecting. 
Blackwargreymon
Politicker
1
MDR
retend it didn’t happen, and reach out to them like they’re a cold lead.
Clashingsoulsspell
Politicker
1
ISR
Pretend it didn’t happen, and reach out to them like they’re a cold lead.
goose
Politicker
0
Sales Executive
"A client revamped their sales process and blah blah blah...".  Add the link to see if they click it again.

* the blah blah blah should be related to the link they clicked.  

If the click was intentional they will bite.  Off you go.
MR.StretchISR
Politicker
0
ISR
Just treat them as slightly warmer cold leads. No need to necessarily mention the click tracking, etc. Just use that knowledge to your advantage in your outreach.
Mr.Floaty
Politicker
0
BDR
Never liked bench day anyway...
Cyberjarre
Politicker
0
BDR
Yes, but don't let it dictate the call. We use them as visual aids to help illustrate the narrative/challenges we are helping the company solve. It's simply a part of the discovery process.

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