May 2022
Intermediate to advanced
288 pages
6h 42m
English
Content preview from The Conversion Code, 2nd Edition
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Chapter 17Should You Use an ISA or an AI Chatbot to Follow Up with Leads?
When you are deciding on how to follow up with leads there are three paths you could go down (Figure 17.1).
The first path would be to use an AI chatbot to do all of your lead follow-up. There are chatbots that can manage the live chat on your website, respond to social media messages, and have conversations with leads (and even set appointments) using text messages.
All you have to do is sign up, set it up, and go back to work.
The upside of this approach is you don't have to hire anyone; the AI doesn't take days off and can assist you with lead follow-up 24 hours a day. Believe it or not, a lot of leads come in after hours and overnight. It is also cheaper than hiring a person, and chatbots don't expect a commission when they convert a lead for you. There is no coaching, training, or motivation required on your part.
The downside is that the AI isn't anywhere near perfect and can have the opposite effect of what you are going for. Chatbots can cause you to lose a high-quality lead and damage your brand by having an incoherent interaction.
An AI that chats with someone will not convert more leads into clients than a person who listens to someone.
The second path you could take is the people path. Either hire an in-house ISA (inside sales agent), also known as an SDR (sales development rep), or outsource the role to a company specializing in it.
When you hire for the role, a lot goes into recruiting, ...
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I'm always learning. So when I got on to O'Reilly, I was like a kid in a candy store. There are playlists. There are answers. There's on-demand training. It's worth its weight in gold, in terms of what it allows me to do.