Client Industry: Recruitment
Package: Remote Sales Basic: Africa
Period: 1 Month +2 Weeks for Testing
Client Claim Overview: The client raised multiple concerns regarding lead engagement, response follow-ups, and technical delays. Below, we outline the specific claims and our responses, followed by key takeaways to improve future engagements and ensure that our services align with client capabilities and expectations.
Client Claims and Our Responses
- Claim: “Three Leads, 2 are Not Responding”
- Our Reply: A detailed table with lead statuses was provided, showing interest levels as follows:
Company & Interest Level
- Mobily: INTERESTED
- Abdul Latif Jameel: NOT_INTERESTED
- 4D (Medical Centers): INTERESTED
- STC: NOT_INTERESTED
- Mina Real Estate C: NOT_INTERESTED
- VANGUARD: INTERESTED
- RabouLiyan Contracting: MAYBE_LATER
- Tarabut: NOT_INTERESTED
- Hayat Communications: INTERESTED
- Samsung Electronics: NOT_INTERESTED
- Additional Explanation: After the client’s meeting with the lead, the lead indicated they might consider the services in a year. This response likely reflects a lack of current need, possibly used as a polite way to defer without further engagement, potentially may be due to limitations on the client’s technical capabilities.
- Lesson for Sales Reps: This is often a passive objection rather than genuine interest. Strengthening relationships and rapport with leads can help uncover real needs and address concerns early, rather than accepting delayed responses at face value.
- Claim: “Two Leads Not Responding”
- Our Reply: When targeting leads in Saudi Arabia from another country, it's essential to introduce both the salesperson and the company via a warm approach before direct calls. This can help build rapport, improve response rates, and establish trust early on, especially with international leads.
- Claim: “No Contact with Mobily Lead”
- Our Reply: In our Basic Package, we do not manage direct replies; clients handle this themselves and have access to responses. In this case, the client did not follow up with the Mobily lead. To ensure future engagement, it’s important that clients remain actively involved with high-potential leads.
- Claim: “Long Delays in Email Setup”
- Our Reply: The delay was due to necessary adjustments to the client’s domain records. We informed the client that their domain DNS records required modifications, but as their DNS was managed externally, the client had limited control over making these changes promptly. The delay was caused by the client’s provider, and our team had no access to expedite the changes.
Lessons Learned & Recommendations for our Sales.
- Assess Client Readiness for Active Follow-Up
Clients must understand their role in lead engagement, especially in packages where they handle responses. Confirm that clients have the capability, time, and interest to promptly follow up on leads to maximize success. - Evaluate Technical Readiness for Outreach Campaigns
For clients with technical dependencies, such as domain DNS control managed by external providers, it’s essential to clarify that their records must be set up accurately. Establishing these expectations upfront can help prevent potential misunderstandings. Despite the delay being on their side, we provided the client with two additional weeks at no extra cost as a goodwill gesture. - Recognize “Non-Committal” Responses Early
When a lead defers engagement or expresses delayed interest (e.g., a year later), sales reps should recognize this as low commitment. Training on interpreting these cues can help our team manage client expectations regarding lead quality. (In Basic Package, we don't handle sales meetings) - Recommend Warm-Up Outreach for International Leads
Encourage clients to initiate soft introductions (emails or LinkedIn messages) before calling international leads. This approach can improve engagement rates and ensure leads are familiar with the outreach context. - Consider Client Suitability Carefully
Some clients may not be suitable for our service model, especially if they lack the resources or readiness to manage their Domain Records, lead follow-up effectively. When assessing potential clients, consider their readiness and capacity for proactive engagement.
In summary, this case highlights the importance of aligning client expectations with our service scope and educating clients on their role in lead management, particularly for leads that require attentive follow-up.
