Most reps get excited when an inbound lead hits their inbox.
But excitement doesn’t close deals.
Inbound leads are warm, not won.
And the way you handle them determines whether you book revenue or blow the opportunity.
The 3 Mistakes Reps Make with Inbound Leads
1. Pitching Too Soon
The lead reached out. Great. But that doesn’t mean they’re ready for your offer. Top reps know that jumping straight into demo mode kills trust.
2. Skipping Qualification
Just because they came inbound doesn’t mean they’re a fit. Did you check budget, authority, timeline, real problem? Or did you just assume?
3. Ignoring the Buyer’s Emotional State
Inbound leads often come from curiosity, frustration, or fear. If you don’t address the emotion behind the click, you miss the real trigger.
The Gold Standard: Alicia’s ICE Method
Top reps don’t chase.
They qualify, control, and guide.
Use Alicia’s ICE framework to flip interest into buying intent:
I = Investigate
What made them reach out now? What triggered their interest? Don’t accept surface-level answers. Go deeper.
C = Confirm
Are they really a fit? Confirm pain, confirm need, confirm urgency. This is where most reps get lazy. Alicia doesn’t.
E = Elevate
Show them the cost of waiting. Elevate their casual interest into emotional urgency. Make them feel what’s at stake.
Real-Life Example: Alicia at Work
Inbound lead says: “Hey, just checking out your solution. Looks interesting.”
Amateur rep replies: “Awesome! Want to hop on a call so I can show you how it works?”
Alicia replies:
“Happy you reached out. Can I ask what sparked your interest right now?”
(pauses, listens)
“Got it. And is that something you’re already addressing or still exploring?”
(pauses, listens)
“Let’s look at what’s at stake if it stays as is.”
That’s how pros do it.
Final Word
Inbound interest is potential.
Nothing more.
Your job? Turn that spark into fire.
Use ICE. Control the flow. Elevate urgency.
And close like Alicia.
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