Table of Contents
- 1. What is the Verified Leads service?
- 2. How does it work?
- 3. What are the advantages of the Verified Leads service?
- 4. What happens if the buyer is unavailable?
- 5. Do I still need to respond to requests for personalized quotes and price options?
- 6. What information does the buyer questionnaire provide?
- 7. Can I personalize the questionnaire?
1. What is the Verified Leads service?
Verified leads is a personalizable service that makes it easy to prioritize your sales leads.
2. How does it work?
1. The buyer requests a personalized quote or price options.
2. Our multilingual team calls the buyer typically within 3 business hours* of their request.
3. Our team interviews the buyer and fills out a questionnaire that details the buyer’s project.
4. Our team sends you the completed questionnaire via email.
*Business hours are Monday to Friday, 8:00AM-2:00AM CEST. If the request is sent outside business hours or the buyer is in a different time zone, the delay will be longer.
3. What are the advantages of the Verified Leads service?
You save time! With Verified Leads:
- You can increase lead conversion and buyer satisfaction because your buyer is contacted quickly.
- You get a deeper understanding of the buyer’s project, so you can send business proposals that are better adapted to the client’s needs.
- You are able to easily identify your best sales opportunities, which helps your sales team prioritize.
- You have the help of a team that speaks 5 languages* and whose goal is to get buyers on the phone and assess their project (often in the buyer’s native language!).
- You get a detailed monthly report to measure your ROI
Bonus: reduce the average response time on your stand.
*French, English, Italian, Spanish, and German.
4. What happens if the buyer is unavailable?
Our team will make three attempts to call the buyer over a 24-hour period. If the buyer does not answer our first call attempt, we also send a follow-up email. If we are still not able to contact the buyer, we notify you via email.
We will also notify you if the buyer does not wish to complete the questionnaire, if they prefer to be contacted by email or if they do not speak one of the 6 languages that can be handled by our team.
Please note: Our team only contacts buyers that have submitted a personalized quote request or price options request. This covers, on average, 95% of all requests. However, we do not contact buyers that have submitted a request for documentation.
You must continue to handle these types of requests on your own.
5. Do I still need to respond to requests for personalized quotes and price options?
Yes! Once you have received an email from our team, either with the completed questionnaire or notification that the buyer was unavailable, it is imperative that you nurture your sales lead.
Please be aware, if you respond to a request before receiving an email from our team, our team will not call the buyer. We will simply send you an email confirmation of this fact.
6. What information does the buyer questionnaire provide?
If we are able to contact the buyer, we ask them a series of 13 questions. Once the questionnaire has been completed, the call report will be sent to the recipient(s) from our Salesforce software and will also be archived in your negotiation interface.
Sample Questionnaire
Due to the multilingual nature of the offer, the questionnaire will only be sent in English. Here is an example of an exchange with a buyer who made a request on one of our marketplaces:
| 1. Why did you choose this product? What is your project? | They need four storage tanks:Tank N°1 is to store animal fats with capacity = 15 m3Tank N°2 is to store animal blood with capacity = 25 m3Tank N°3 is to store animal slurry with capacity = 20m3Tank N°4 is to store Agro Industrial Industry sludge = 55m3 (or 40m3 if it’s your maximum)These storage tanks must be totally air and liquid tight for health and safety reasons.The aim of this storage is to methanize the organic waste to transform it into energy, but your tank just has to store the organic waste. |
| 2. What quantity would you like to purchase? | See above |
| 3. Is this a personal or professional project? | Professional |
| 4. Are you the decision-maker? | Yes |
| 5. What elements will be crucial to your decision? | Lifespan/durability of the tanks, Liquid and air tightness (tanks must not leak), Option for the seller to handle maintenance |
| 6. Do you have a minimum/maximum budget for this project? | Maximum 1,000,000 € |
| 7. What is your deadline/timing to make a decision? When do you want to place your order? | They need to receive a quote by this week! They will select the possible suppliers for this project in the coming days. They will make the final order by March 2020. |
| 8. When should the desired product(s) be delivered? | They’ll need it to be delivered before July 2020. |
| 9. Where would you like the product(s) to be delivered (country/city)? | [Company Address with street, city, postal code, country] |
| 10. Have you already made a request to another supplier? | No, they are in the process. |
| 11. What is your position in your company? | Director of Logistics |
| 12. Would it be all right if the supplier answers you in another language? If so, please specify: | Yes. French, Italian or English. |
| 13. Is there something else that the supplier absolutely needs to put in the quote to make sure that you could accept it? | A list of service options. |
7. Can I personalize the questionnaire?
Yes. For an additional fee, you can personalize up to 5 questions.
Your questions must be easily comprehensible. Our team will not be able to memorize technical values for each clients’ product.
If you choose this option, please expect a delay of one week from the approval of your personalized questions to the start of your service.
The questions must be selected at the beginning of your contract. You will not be able to make changes later.
