2) Use Live Chat to Target Purchase Intent
50% of consumers say that having a live person answer questions in the middle of a purchasing decision is one of the essential features a brand can offer. When you use live chat, especially HubSpot Live Chat, you can basically be right there in the room with your audience and help them with any questions they encounter as they’re doing their research.
The first step is to identify the critical conversion opportunities on your website, such as:
- Pricing page
- FAQs page
- Customer reviews
- Case study landing pages
These are pages on your website that will often be browsed by people who are in the middle to end of their decision-making process. They are comparing pricing options, quotes, or could be looking for reviews and feedback on your services. At this point, they’ve already figured out that they need a service like yours, and they’re trying to see if you’re the right choice for them.
You can use live chat for sales conversations on each of your lower funnel pages. Some examples of live chat pop-ups include:
- “Need help choosing the right package for your needs? I’m here to answer your questions!”
- “Have questions about our pricing options? I’m here to help.”
- “Looking for a quote? I’ll help you get started on a customized RFQ.”
- “We have 500 happy customers and counting! How can I delight you today?”
- “We love helping our customers meet their goals. How can I help you meet yours?”
3) Use HubSpot Live Chat to Build Lead Profiles
Research shows that there’s a direct connection between the number of questions a sales rep asks during a discovery conversation and their chances of closing the deal. Using HubSpot live chat for sales allows your reps to ask questions and document their answers directly within the user’s CRM profile.
The first questions your reps will ask will be contact information such as the user’s name, email address, and phone number. Then, throughout the conversation, they should sprinkle in other questions that can be used to qualify or later nurture the lead.
Some examples include:
- Company name
- Company size
- Biggest pain points
Just as with booking a meeting, these questions should come up organically within the conversation. The user should feel like you’re asking the questions to better help them, not for your own sake.
Get Started with Live Chat for Sales
Now that you know some of the live chat best practices, you can share what you’ve learned with your sales team and start growing your leads through this new channel!
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