A lead is when a business or professional on the website is contacted by a user of the website. A lead equals additional business for the members. This means that their full attention is given if they are contacted with a real lead sitting in their account.
If the website is relatively new we recommend going the extra mile for each lead that comes into the website. This is an opportunity to sell the members on a Premium membership. Going the extra mile means getting on the phone and nurturing a relationship with the listing that was contacted by a user of the website.
Whether trying to upsell them on that first call, or just call to check up on them and make sure they have no questions regarding the lead that was just sent their way, getting on the phone and personally introducing the website is the way to maximize signups. Business owners want to know there is a person on the other end that can answer any of their questions.
When the business listing accepts their lead, call them on the next day and see how everything went. Take that opportunity to ask them if they have any feedback. This will show true commitment to customer service excellence and will provide a good foundation for the next call when they can be sold on the Premium plan.