When you have an active website, and you are using organic leads on that site, you will have to work those leads in a much different manner than you work the leads from a purchased lead corporation. Purchased leads tend to work themselves out in one way or another. You either find that the lead has no interest in your product or service and you can eliminate that lead or you find out that the lead does have an interest in your product or service and you're simply trying to close the sale. This is not a case of organic lead.
An organic lead comes directly from your website. The likelihood is that the person who has visited your website is 95% sure that they want the product or service that your offering. The other half to that coin is that the person is also looking at other websites. This means you have to work the lead in order to capture the sale before someone else does. It's a race to the sales clock. This means that working the lead has to be handled in a certain way in order to gain the sale for you rather than hand the person to a different company.
Working the Lead through Free Product
Offering a free product or service is one of the best ways to capture an organic lead. The problem is, some sites will offer a free white paper, free newsletter, or a free e-book option. When the customer receives the free paper, newsletter, or e-book option they find that it is not well-written content and the content does not convey why they should purchase from the particular site. If you're going to offer free products through your website into your organic leads, you want to make sure that that product delivers. Not only should the product be knowledgeable of the product or service that you are offering, it should also convey why the reader should purchase from you. It should be written in a native language to the reader. It should also be unique and written in a readable format. This means that you want to avoid content spinning or creation software. You want 100% unique content written by a human writer.
Working the Lead through Contact Information
Some websites choose to use a squeeze page. The squeeze page does not offer a free newsletter, product, or service trial. What this squeeze page offers is the chance for the person to be put on a mailing list for upcoming products and services. What this means for you is that you received a contact information point for the lead. This contact information is usually an e-mail or a phone number. You will need to work that lead as if it was an unscreened lead. This means you will need to cold call the customer and discuss what you have to offer them. If you have an e-mail option, an e-mail is the best method. However, do not fall into the trap of e-mailing a full sales pitch. Instead find out if there's a time that you can set up a live phone conversation, or if the person is nearby you can set up a face-to-face conversation. Most people will not read a full sales pitch e-mail and in many cases it is a turnoff to the sale.
If you work the lead right, stick to what you know, and convey why the person should purchase from you and your site then you will be able to close the sale regardless of how you offer the service to be an organic lead. Keep in mind, an organic lead has come to you rather than you seeking out down. They want to know what you have to offer, so tell them what you have to offer instead of rehashing your website.