Here’s an idea I’ve been pondering: click to join a sales call.
The current buyer’s journey for SaaS is:
- Visit website
- Click schedule a demo
- Submit form
Sometimes you’ll be taken to a Calendly page or similar to schedule a call.
Other times you’ll receive an email or phone call 5-10 minutes after submitting the form or the next business day.
Businesses understand the “time to call” is important. The faster you call after a form submit the higher likelihood of the prospect purchasing.
These calls are brief. The sales rep will ask simple questions about your business, etc. then schedule a more formal call to see the product.
So the idea…
Allow website visitors to jump on a call immediately. A live call with someone from the sales team.
Similar to live shopping on ecommerce. The business can display a friendly picture of their team member waiting to help.
Of course, the app would have access to the sales team calendar and only show when someone is available.
The visitor would click the person’s face to be taken into a Zoom, Google Meet, etc. meeting with the sales rep. The sales rep would welcome them and ask them if they want to just chat via audio or if video is okay. The visitor might not be prepared to go on video – that’s fine.
The video chat would be private. Other prospects would not be able to join the meeting. The image of the sales rep can change to “busy” with an estimated wait period. A little social proof.
This is also similar to how sales works in real life.
Drift pioneered conversational marketing by making it “cool” for sales teams to chat with prospects.
This is the next step.