TL;DR: After you identify hot leads through signal aggregation, follow these steps to turn them into paying customers: hit them up fast (within 24 hours), research who they actually are, personalize your messages based on their actions, use multiple channels to contact them, get them on a discovery call, and track what’s working.
Got a hot lead? Don’t blow it.
I’ve seen too many companies waste perfectly good leads because they don’t have a system.
At FounderVideo, we’ve created a no-BS SDR playbook that converts qualified leads into customers who actually pay you money.
Respond like your business depends on it
Because it does.
After someone signals interest, your clock starts ticking immediately. You don’t have the luxury of waiting any more than 24 hours before they completely forget about you.
Quick responses are professional and they show that you’re on top of your game.
Write thoughtful emails that prove you’re actually paying attention to your lead:
- “Hey there, I noticed you recently checked out our case study post on LinkedIn, I wanted to reach out and….”
- “Saw you downloaded our ROI calculator, would you be interested in….?”
Do a bit of research before you reach out
Seriously, just take 5 minutes to look them up beforehand.
Stalk them (professionally)
Who are they actually? What do they/their company do? What problem can you solve for them?
Take a peak at their title, some of their recent posts, company info…
Targeted messages will ALWAYS get more replies than copy pasted garbage!
Use your signal data
This is why you’re paying for that fancy tracking software.
If you see someone spending more than 5 minutes on your pricing page, they’re doing math in their head and trying to justify it, take the opportunity to push them by showing them the ROI potential.
Do they keep re-watching your intro/how-to video? That means they’re probably stuck on something, reach out and help them out with it.
“Hey _____, noticed you checking out or video tutorials, we just helped ______ improve their KPIs by 23% using exactly what you were looking at….”
Don’t be afraid of reaching out on multiple platforms
Feel free to mix up your approach a bit, no need to stick to a single platform:
- Regular email when you got something to explain/showcase
- LinkedIn when you’re trying to appear professional
- Cellphone if it’s something that can’t wait
- Text messages for quick “you there” moments
And please, format appropriately, nobody’s reading your 7-paragraph LinkedIn novel.
Get them on a call ASAP
This is the whole entire point.
Everything you’ve done so far has one goal: getting that discovery call booked.
Make the value you can provide them very obvious: “Based on what you’ve seen so far, I think we could save you at least 10 hours per week on campaign management. Let’s hop on a 20-minute call and I’ll show you!”
Track everything
If you don’t measure anything at all, how do you expect to improve?
Keep notes on what worked and what didn’t after every interaction.
Monday morning emails got you way more responses than Friday afternoon? Did mentioning ROI improvements or time savings lead to more positive feedback?
Your CRM software should already have a lot of this info on it.
Update your playbook weekly based on what’s actually working. What converted last quarter might be annoying prospects today.
In Conclusion
This is how we’ve doubled our conversion rates at FounderVideo.
No fluff, no BS, just a system that works.
If your SDRs aren’t following a playbook like this, you’re leaving a lot of money on the table.
Thank you all for reading.
