Learn how to capture, qualify, and connect with leads 100% through messaging...

1. Real-Time Selling™
Methodology
The Drift
?

2. A year ago, we made the
decision to remove all of
the lead capture forms
from our website.

3. We felt that forms were a roadblock,
which were preventing leads from
getting in touch with us right away.

4. So we set out to create a “fast lane”
that would allow leads to engage with
us on their terms.

5. Instead of relying on
lead forms, we now use
messaging to talk to
leads in real-time.

6. Instead of relying on
lead forms, we now use
messaging to talk to
leads in real-time.
Pssst. You can visit
Drift.com to see how
this works for yourself.

7. Old Way New Way
As a result, we’ve been able to remove
complexity from the buying process.

8. We call our new approach
Real-Time Selling™
And after a year of experimenting
with it, we’ve decided to share our
methodology with you…

9. ?
1. CAPTURE 2. QUALIFY 3. CONNECT
The Drift Real-Time Selling™ Methodology

10. ?
1. CAPTURE 2. QUALIFY 3. CONNECT
The Drift Real-Time Selling™ Methodology

11. ?
1. CAPTURE 2. QUALIFY 3. CONNECT
The Drift Real-Time Selling™ Methodology

12. QUALIFYCAPTURE CONNECT
?
Visitor Lead Opportunity Customer
The Drift Real-Time Selling™ Methodology
• Live chat replaces
forms
• Bots capture leads
even when you’re
offline
• Chat targeting let’s
you filter out the noise
• Conversational AI
replaces marketing
automation
• Bots ask leads
qualifying questions via
targeted campaigns
• Sales rep profile
pages replace
business cards
• Bots replace manual
meeting scheduling
• Intelligent routing
connects leads to the
right reps based on
sales territory

13. Keep reading for a more in-depth look
at each phase of our methodology.

14. How to use live
chat and bots to
capture leads
without forms
?
1. CAPTURE

15. If you’re just getting started with live
chat, we recommend putting it on your
website’s high-intent pages first.
(e.g. your pricing page)

16. From there, you’ll be able to gauge how
much chat volume you’re getting and
make adjustments accordingly.

17. Low chat volume? Make your targeting conditions
less restrictive to optimize for more leads.
Quality
(fewer leads)
Quantity
(more leads)
all leads
account-based
targeted
behaviorally
targeted
bot-qualified
firmographic
targeted
$
$$
$$$
$$$$
Chat with 100%
of leads

18. Quality
(fewer leads)
Quantity
(more leads)
all leads
account-based
targeted
behaviorally
targeted
bot-qualified
firmographic
targeted
$
$$
$$$
$$$$
Chat with 10%
of leads
High chat volume? Adjust your targeting so live chat
only appears to leads from your named accounts.

19. With Drift live chat, an email address will
get stored automatically as soon as the
person you’re chatting with enters it.

20. But don’t worry, you don’t have to be
online 24/7 in order to capture leads
with live chat.

21. You can set up targeted bot campaigns that
capture leads for you, just like the one our pals at
Perfecto Mobile have on their “contact us” page.

22. Instead of replacing forms, Perfecto
Mobile added live chat to their site as a
“second net” for capturing leads.

23. Within 3 months of using live chat,
Perfecto Mobile saw their visitor-to-lead
conversion rate grow from 6% to 10%.
After 6 months, it had climbed to 20%.

24. Chris Willis
CMO, Perfecto Mobile
Think in terms of somebody coming to a website,
and having a question, and filling in a contact us
form. And they’ll hear back in 24 hours, or two
days … that problem might not be there anymore.
If they’re able to initiate a conversation, so skip
the form, and have a conversation in real-time,
we’re seeing that move very quickly.
“

25. 2. QUALIFY
How to qualify
leads in real-time
using targeted
bot campaigns

26. Research shows that ideally you should
respond to new leads within 5 minutes
of them reaching out.
Source: InsideSales.com/Harvard Business Review

27. Source: HBR / InsideSales.com
10,000
8,000
6,000
4,000
2,000
0
5 min 10 min 15 min 20 min 25 min 30 min
Response time
contactsmadefromfirstoutreach
There’s a 10x decrease in your
odds of making contact with a
lead after the first 5 minutes.
After the first 5 minutes, there’s
a 10x decrease in your odds of
making contact with a lead.
Source: InsideSales.com/Harvard Business Review

28. 10,000
8,000
6,000
4,000
2,000
0
5 mins
10 mins
Responsetime
# of leads qualified
Responding in 10 mins
vs. 5 mins = a 400%
decrease in your odds
of qualifying a lead.
Source: HBR / InsideSales.com
Meanwhile, responding in 10 minutes vs.
5 minutes results in a 400% decrease in
your odds of qualifying a lead.
Source: InsideSales.com/Harvard Business Review

29. When we surveyed 433 B2B sales teams
earlier this year, we found that just 7%
responded within 5 minutes.
55% took 5+ days to respond or never
responded at all.

30. within 5 mins.
within 1 hour
within 1 day
within 2 days
within 5 days
5+days/never
Response time
7%
2%
27%
3%
5%
55%
Source: blog.drift.com/lead-response-survey

31. By using live chat to engage with leads
in real-time, you can always respond
within that magic 5-minute window.

32. And with LeadBot™,
you can qualify leads
in real-time even
when all of your
sales reps are asleep.

33. You just need to take the qualifying
questions your sales team are already
asking and turn them into a script.

34. To make sure your LeadBot script has a
clear objective, we recommend using
this structure:
• Question 1: What? (What brought you here?)
• Question 2: Who? (Who are you? What company do you represent?)
• Question 3: How? (How can I help you use our product?)
• CTA (book a demo, leave an email, start a trial, engage with human)

35. At Drift, the first LeadBot campaign
we ever created is still running on
our pricing page.

36. 63% of visitors who click on it end
up starting a conversation with one
of our sales reps.

37. 3. CONNECT
How to connect
the right lead
with the right rep
at the right time

38. Once a lead has been qualified, there’s
no need to wait: With live chat, sales
reps can reach out instantly.

39. Reps can even set up push notifications
so they’re alerted when a qualified lead
is live on their website.

40. With intelligent routing, you can have a
bot connect leads to the right reps
automatically based on sales territory.

41. For teams where you have multiple reps
operating in a single territory, the bot
can assign leads on a rotating basis.

42. In order to give leads a place where
they can message reps directly, all of
our reps have created Drift Profiles.

43. Each Drift Profile has a unique URL
(perfect for email signatures) and
comes with a built-in scheduling bot.

44. The bot lets leads pick
from available times on a
rep’s calendar, and then
takes care of sending
invites to both sides.

45. Note: You can also use
this scheduling feature
as a CTA for a LeadBot
campaign, or you can
drop it into any Drift
conversation by clicking
the calendar icon.

46. After 3o days of using Drift,
RewardStream was booking 25% of
their demos using our scheduling bot.
After 45 days, they were booking 30%
of their demos with it.

47. Neil Parker
VP Marketing, RewardStream
We were bringing a lot of people to our site
who were reading our content but not
converting, and we felt that we should engage
people in the moment … These days, people
hate the idea of picking up the phone to take a
call with a salesperson. They want to drop into
the site, get their questions answered and form
their own opinions about the product.
“

48. Drift is reinventing modern marketing
and sales using messaging
Visit Drift.com to learn more.