As a business owner I am often reminded of the importance of impeccable lead management, especially when it comes to specific aspects such as:
– good response times
– regular follow-ups, and
– keeping track of each lead’s sales processes accurately
In this article, I will look at 5 techniques that will improve your business’ lead management, which will ultimately lead to complementing your lead generation strategies for better lead conversion.
1.Get a proper lead management system, today!
One of the main reasons why we’ve developed Leadtrekker is because we noticed that our clients were spending large sums on digital marketing, but didn’t have the necessary business lead management systems in place to deal with leads that come from digital marketing properly.
We often found that our clients tried to manage their leads directly out of their inbox, but unfortunately, email was never designed with the intention to manage leads. Using your email as a lead management system is a huge problem because it is very difficult to determine a lead’s position in a sales cycle by simply looking at your inbox. In turn, this will make precious business leads to fall through the cracks and get left behind.
2.Collect the right information from your leads
Just think how often you have received a lead in your mailbox with only the sender’s address to go by? One of the main reasons why leads fail to turn to successful business is because the person responsible for the sale does not contact the potential lead fast enough.
Here at Leadtrekker, we educate our clients on how to capture as much information as possible from leads, such as their names, surnames, phone numbers, email addresses, website URL, the products and/or services they are interested in as well as any other information the lead is willing to provide us with. The more information you have about the lead, the stronger your position is when having to interact with the lead.
3.Never give up on a lead until you hear “No Thank You”
Until only a few years ago I really struggled to be persistent with my sales leads. I always thought that if a lead didn’t respond in a timely manner (which was my own broken perception of what timely meant), I could forget about the lead and assume that the slow response was because of the lead’s disinterest in what I offer. Oh, how wrong I was.
Over time I learnt that you should never, ever give up on a lead until you are strictly told that they are not interested in your product or service. Don’t assume that a lead isn’t interested in your product or service purely because they take a long period of time to give you the nod.
4.Qualify your leads
Unfortunately, no matter how skilled they are, sales orientated professionals have a sales capacity. We need to allow ourselves to pass on opportunities that are not in line with what we are doing, without getting emotional about it.
Instead of trying to help every single potential client, we should rather team up with strategic partners that offer a different variety of services similar to our own companies. This way, we can give lead referrals that aren’t really in line with our offering to partners, which in turns helps build trust with ourselves and our strategic partners as well as with the sales leads, even though we couldn’t help them ourselves.
5.Track where your leads originate from
One (if not the) most important aspects of lead management in any business is to keep track of where your leads originate from. The primary reason why this is so important is so that you can understand where you should focus your marketing efforts on.
For example, if you receive 60% of your business leads from your website when gets its traffic from online marketing campaigns and 10% from, let’s say, handing out flyers on the street corner, you will surely want to spend more of your marketing budget on your online marketing efforts rather than printing more flyers. Make sure you know exactly where you are succeeding and where you are falling short.