Best practice for lead management

Written By: 

Emma Turkstra

Emma Turkstra
Leadtrekker Lead Management System

Receiving hundreds of leads without some sort of structure won’t mean much as many of these prospective clients can fall through the cracks. A quality lead management system is revolutionary for lead conversion as it tells you exactly how people came across your business, what their needs are and how you can secure their business. All you need to do is follow up before your competitors do and offer an accurate solution and exceptional customer service. Leadtrekker does most of the organising; all you need to do is apply best practice to secure your leads:

Establish the profile of your ideal lead

Research the needs of your typical lead. What do they need and what are their problems? Establish what their preferred channel of communication is and what role they fill in the sales pipeline. Embed these traits in your marketing and sales teams and be sure they are on the same page about your lead profile. This way they can place themselves in the shoes of your prospective clients and enable clients’ understanding of why your product or service is perfect for them.

Attract leads with targeted content

Companies that blog generate 67% more leads than those who don’t. Blogs fuel search engine optimisation (SEO), and SEO provides you with better rankings on Internet searches which attracts more visitors to your website and by default it generates more leads. If someone needs a service he or she might search for it on the Internet and there you have a potential lead. If people happen to search for something in line with your service, you will rank higher and they might select your website. This will secure more leads for you to follow up on.

Nurture your leads

By applying this method you can turn prospective buyers into actual buyers. This requires systematic lead engagement over a set amount of time. Relevant content that eases buyers through the journey should also be provided. Keep your leads interested in your service or product by staying on their radar. Leads will eventually buy from someone. By nurturing them you will increase the likelihood that they choose your business.