Managing Your Purchased Leads
Quick Answer
Your purchased leads appear permanently in the Purchased tab with full contact information accessible anytime. Best practices include contacting within 2 hours, using multiple communication channels, tracking conversion status, and following up persistently. Organize purchased leads using search and filters, export to your CRM regularly, and monitor ROI through the Analytics tab. Remember that purchased lead information never expires, but client interest decreases rapidly without quick response.
Overview
Successfully managing purchased leads requires systematic organization, rapid response protocols, and consistent follow-up strategies. Your Purchased tab serves as a permanent repository of all lead investments, providing continuous access to contact information and enabling long-term relationship building. Understanding how to effectively manage these leads directly impacts your conversion rates and ROI.
Accessing Your Purchased Leads
The Purchased Tab
What It Contains:
All leads you've ever purchased
Complete contact information
Purchase dates and prices
Full lead details
Permanent access
Navigation:
Log into Heritage Web
Click "Leads Dashboard"
Select "Purchased" tab
View all purchased leads
Information Available
Contact Details:
Full legal name
Email address(es)
Phone number(s)
Preferred contact method
Best times to reach
Language preferences
Case Information:
Complete description
All qualifying responses
Special requirements
Timeline urgency
Previous attempts
Source publication
Organization Features
Search Capabilities:
Search by name
Search by location
Search by keyword
Search by date range
Filtering Options:
By purchase date
By price paid
By category/specialty
By location
By conversion status (if tracked)
The Critical First 48 Hours
First 2 Hours - Golden Window
Why Speed Matters:
Response Time | Conversion Rate | Client Perception |
< 2 hours | 25-30% | Highly professional |
2-6 hours | 15-20% | Acceptable |
6-24 hours | 8-12% | Slow |
24-48 hours | 4-7% | Unprofessional |
> 48 hours | 1-3% | Not interested |
Initial Contact Strategy
Hour 1: Immediate Response
Phone Call (if during business hours)
Direct, personal connection
Reference specific needs
Offer immediate help
Schedule consultation
Email (always send)
Professional introduction
Acknowledge their request
Provide value immediately
Include scheduling link
Text (if phone provided)
Brief introduction
Confirm you received request
Offer to call
Professional tone
Hours 2-6: Follow-Up
Second call attempt
Voicemail if no answer
Detailed email with resources
Text offering alternative times
Hours 6-24: Persistence
Morning/evening call attempts
Educational email content
Case studies or testimonials
Clear next steps
Hours 24-48: Final Push
Different contact methods
Urgency messaging (respectfully)
Value proposition reinforcement
Alternative contact options
Communication Best Practices
Multi-Channel Approach
Phone Strategy:
Call during stated preferred times
Leave professional voicemail
Mention specific request details
Provide direct callback number
Try different times of day
Email Templates:
Initial Email:
Subject: Re: Your [Service] Request on [Publication] Dear [Name], I received your request for assistance with [specific issue]. I specialize in exactly this type of [case/matter] and have helped numerous clients in similar situations. [Reference specific detail from their request] I'm available for a consultation [provide 2-3 specific times]. You can also schedule directly at [scheduling link]. Best regards, [Your name] [Credentials] [Phone]
Follow-Up Email:
Subject: Following Up - [Specific Issue] Hi [Name], I wanted to make sure you received my previous message about your [specific issue]. I understand this is [urgent/important] and I'm ready to help immediately. [Provide valuable insight related to their issue] Please call me directly at [phone] or reply to schedule a consultation. [Your name]
Text Messaging Guidelines
Do's:
Keep professional tone
Identify yourself clearly
Reference their request
Offer to call
Respect timing
Don'ts:
Send after 9 PM
Use casual language
Send multiple texts rapidly
Include sensitive information
Assume text is preferred
Lead Tracking & Organization
Creating a Management System
Essential Tracking Fields:
Field | Purpose | Update Frequency |
Purchase Date | ROI calculation | Once |
Purchase Price | Cost tracking | Once |
First Contact | Response time | Once |
Status | Pipeline stage | Ongoing |
Next Action | Task management | Daily |
Notes | Context/history | Per contact |
Outcome | Conversion tracking | At close |
Status Classifications
Pipeline Stages:
New - Just purchased
Contacted - Initial outreach sent
Engaged - Two-way communication
Consultation - Meeting scheduled
Proposal - Terms discussed
Negotiating - Working on agreement
Won - Client signed
Lost - Chose other option
Nurture - Long-term follow-up
CRM Integration
Export Process:
Select leads in Purchased tab
Export to CSV format
Map fields to CRM
Import with tags
Set up automation
Recommended CRM Fields:
Lead source: Heritage Web
Publication source
Purchase date
Purchase price
Language preference
Specialty needed
Follow-Up Sequences
Standard Follow-Up Schedule
Day | Action | Method | Message Focus |
0 | Initial contact | Phone + Email | Introduction |
1 | Follow-up | Email or Text | Availability |
2 | Persistence | Phone | Value proposition |
4 | Check-in | Educational content | |
7 | Touch base | Phone + Email | Alternative solutions |
14 | Nurture | Helpful resources | |
30 | Long-term | Staying in touch | |
60 | Quarterly | Newsletter/updates |
Customizing by Urgency
Urgent Matters:
Contact every 2-4 hours first day
Multiple channels simultaneously
Evening/weekend availability
Emergency contact options
Standard Timeline:
Daily contact for first week
Weekly for first month
Monthly thereafter
Quarterly nurture campaigns
Long-Term Decisions:
Weekly gentle touches
Educational content focus
Patience and persistence
Relationship building
Conversion Optimization
Improving Response Rates
What Works:
Reference specific pain points
Provide immediate value
Show relevant expertise
Use social proof
Create urgency respectfully
What Doesn't:
Generic templates
Pushy sales tactics
Ignoring their preferences
One-channel only approach
Giving up too soon
Handling Common Objections
Objection | Response Strategy |
"Too expensive" | Focus on value and ROI |
"Need to think" | Provide information, set follow-up |
"Shopping around" | Differentiate yourself |
"Bad timing" | Offer to stay in touch |
"Already hired" | Confirm, offer second opinion |
Building Trust Quickly
Trust Accelerators:
Mention shared connections
Reference similar cases
Provide testimonials
Share credentials
Offer guarantees
Be transparent
Long-Term Lead Management
The Nurture Strategy
Why Nurture Matters:
80% not ready immediately
Build trust over time
Top-of-mind positioning
Referral opportunities
Future business potential
Nurture Campaign Elements:
Monthly newsletters
Educational content
Success stories
Industry updates
Holiday greetings
Anniversary check-ins
Reactivation Campaigns
When to Reactivate:
After 90 days dormant
Relevant law changes
New services offered
Success story to share
Special promotions
Reactivation Message:
Subject: Important Update Re: Your [Issue] Hi [Name], I wanted to reach out because [relevant change/update] that might affect your [situation]. When we last spoke, you were dealing with [specific issue]. [New development] could provide a better solution. Would you like a brief update on your options? [Your name]
Analytics & ROI Tracking
Key Metrics to Monitor
Performance Indicators:
Metric | Calculation | Target |
Response Rate | Contacted ÷ Purchased | >90% |
Engagement Rate | Responded ÷ Contacted | >40% |
Consultation Rate | Meetings ÷ Engaged | >50% |
Conversion Rate | Clients ÷ Purchased | >10-15% |
ROI | Revenue ÷ Lead Costs | >300% |
Using Analytics Tab
Track Performance:
Conversion by source
ROI by price point
Time to conversion
Lost reason analysis
Seasonal patterns
Optimization Based on Data
Monthly Review Process:
Export Purchased leads
Calculate conversions
Identify patterns
Adjust strategies
Test improvements
Bulk Management Strategies
For High-Volume Purchasers
Daily Workflow:
Morning: New purchases response
Midday: Follow-up on yesterday's
Afternoon: Nurture older leads
Evening: Plan tomorrow
Weekly Tasks:
Export to CRM
Update all statuses
Review conversion metrics
Adjust follow-up sequences
Plan nurture campaigns
Automation Opportunities
What to Automate:
Initial email response
Follow-up sequences
Appointment scheduling
Status updates
Nurture campaigns
Keep Manual:
Phone calls
Personalized outreach
Complex responses
Negotiation
Relationship building
Important Notes
Purchased lead access never expires
Contact information is yours permanently
No limit on purchased lead storage
Can export anytime for backup
Track outside Heritage Web system
Combine with your existing CRM
FAQs
Q: How long do I have access to purchased lead information? A: Forever. Once purchased, the lead information remains permanently accessible in your Purchased tab.
Q: Can I share purchased lead information with my team? A: Yes, within your organization, but you cannot resell or share with other businesses.
Q: What if the contact information is wrong? A: Request a refund within 7 days providing evidence of invalid contact information.
Q: Should I keep contacting if they don't respond? A: Follow up respectfully 5-7 times over 30 days, then move to long-term nurture unless they request no contact.
Q: Can I export all my purchased leads at once? A: Yes, you can select all and export to CSV for CRM import or backup.
Q: How do I track ROI on purchased leads? A: Record purchase price, track conversion, calculate revenue, and use Analytics tab for automated insights.
Next Steps
Set up your CRM integration
Create email templates for each stage
Develop a follow-up schedule
Export existing purchased leads
Track your conversion metrics
Implement nurture campaigns
Review Analytics weekly
Related Articles
Best Practices: First 48 Hours After Purchase
Converting Referrals to Long-Term Clients
Email Templates That Convert
Setting Up Your CRM Integration
Tracking Lead ROI
Building Your Nurture Campaign