How To Get More Leads Through
Leads are the engine to generating new customers, and new customers drive our businesses forward. So we have curated this compiled article on how you can get more leads through customer management.
What Is A Lead?
A lead is any person who indicates interest in a company’s product or service in some way, shape, or form.
Leads typically hear from a business or organization after opening communication (by submitting personal information for an offer, trial, or subscription) instead of getting a random cold call from someone who purchased their contact information.
Let’s say you take an online survey to learn more about taking care of your car. A day or so later, you receive an email from the auto company that created the survey about how they could help you take care of your car. This process would be far less intrusive than if they’d just called you out of the blue with no knowledge of whether you even care about car maintenance, right? This is what it’s like to be a leader.
And from a business perspective, the information the auto company collects about you from your survey responses helps them personalize that opening communication to address your existing problems — and not waste time calling leads who aren’t at all interested in auto services.
When a stranger initiates a relationship with you by showing an organic interest in your business, to transition from stranger to customer.
Lead generation falls within the second stage of the inbound marketing methodology. It occurs after you’ve attracted an audience and are ready to convert those visitors into leads for your sales team (namely sales-qualified leads).
Ways To Better Manage Sales Leads
One of the biggest disconnects between sales and the rest of the company is the definition of a lead. When does a prospect become a lead that a salesperson will work on? It’s estimated that 90 percent of the leads sent to sales staff are never acted upon. And there are generally two primary reasons for that. First, the lead is routed to the wrong person and never gets passed along to the correct person or not in a timely fashion. Second, the lead isn’t ready to engage with a salesperson yet. So the salesperson will make one, maybe two contacts with that prospect and then move on to “lower hanging fruit.” For better sales effectiveness, your sales staff and the rest of the company need a more granular definition of when a prospect becomes an actual lead that should be forwarded to sales.
For optimal sales effectiveness, you need to provide employees with a tool that captures information about every interaction with your prospects and customers. This includes integrating your different channels, such as your website.
People most often hear about your company and products and services through ads, referrals, online banner ads or some other form of advertising. You need to keep track of what caused these suspects to raise their hands so you can better determine what works and what doesn’t. In addition, it’s essential to capture the source of each intervening event so you can choose such things as how many times you need to touch a customer or what order of touches works best. If you don’t capture the source, you have no way of figuring out what’s working.
Studies have shown that your sales closing rate goes up dramatically if you respond within 48 hours of a prospect contacting you. Think about your own experiences. How often have you tried to contact a company to request information, and they never get back to you? By responding quickly, you set yourself apart from your competitors.
Depending on the products and services you offer, most people are probably not ready to buy based on their first interaction with you. Best practices call for nurturing your leads over time. You need to develop campaigns that allow you to touch your prospects multiple times so you can move them through the sales cycle until they’re ready to think about actually purchasing from you.
A sales lead is a person or business that could purchase your company’s goods or services. After determining the level of interest, a lead becomes a prospect and fit for your business. You can use different methods to identify sales leads, including advertising and marketing, cold calling, social media, referrals, outreach and networking, consultations, and product/service trials.
Inbound marketing methods can help your business create a steady stream of inbound sales leads. Use the following lead generation strategies to generate sales leads for your business.
Your current customers can be your best source of sales because they’ve already purchased from you, so they know your products and services work. Therefore, they should be an integral part of your strategy to attract new sales leads.
Warm referrals are more powerful than cold emails or outreach to prospects who know nothing about your business.
However, many businesses don’t take the time to reach out to current customers after the sale, beyond providing support or customer service when asked. They don’t thank customers for their business, nor do they ask for referrals or help with generating more business.
Following some of these strategies can help turn current customers into a great source of sales leads:
- Ask your account manager to ensure that customers are satisfied with your products or services and customer support. Then, have them reach out to find ways to make the situation better.
- Set up a time to have a quick conversation with your customer, and thank them for their business. Ensure that they understand how much you appreciate their relationship and discuss how you can add value to that relationship.
- Ask for the names and contact information of business contacts or other companies that might need your product or service, as well as the reasons why they would make a good fit.
- Ask your customer to contact the prospect on your behalf, first through a short email or phone call. Then, you can provide them with what to say in an email so that the sales lead understands the value you provide.
- Thank your customer for a thoughtful gift for the referral. Make it something personal rather than related to its products and services.
Make attending in-person and online networking events part of your routine of finding sales leads. Networking is an effective way to reach new people and build relationships with people you’ve met in the past. It also allows you to engage your leads face-to-face.
Networking requires time, so choose your events wisely. Attend networking events where your sales leads are likely to use this to lead to the best use. Follow these strategies to make the most of your networking:
- Networking involves building relationships with real people. Don’t approach people from a sales perspective; instead, go in with the mindset of trying to help other people first. Please find out about their business and as people, and identify what they need to succeed or solve a problem.
- For in-person networking events, exchange business cards with new people you meet. Add the person’s contact information to your customer relationship management system. Follow up within the week with an email to thank them for meeting at the event.
- For in-person and online networking events, ask if they would like to connect on LinkedIn. It’s a great way to stay in touch, even when they move to another organization.
- Be yourself and have fun.
Sometimes, “no” means “not right now.”
You’ve probably reached out to several businesses that did not buy from you at that time. Make sure to reach out again. They already know what your business does. You might have demonstrated your product or service and even engaged in a discovery call. Of course, they didn’t buy then, but that could change.
Revisit closed or lost opportunities. Reconnect with the prospect every four to six months. Ask them if anything has changed in their business, such as their priorities, challenges, goals and needs.
Companies that did not buy from you before are already qualified sales leads. Invest time and resources into marketing to these prospects. Stay in touch through blog posts, personalized communications and approved marketing emails.
You might not make the sale the following three times you reach out to them. But you might get a deal or interest after the fourth, fifth or sixth time they hear from you. And your prospect’s situation will change. For example, their budget could increase to make financial sense to purchase your solution. Or your contact could move to a new company or department, where there is a need or impetus to implement your solution.
Staying top of mind with sales leads will make you the first business they call when it’s time for them to choose their sales solution.
Everyone is online, including your sales leads. It’s just a matter of finding and connecting with them.
You’re probably on LinkedIn right now (or should be), so use LinkedIn to generate top-quality sales leads. Your most desired connections and companies in your niche are on LinkedIn. They are here because they want to do business, grow their network, promote their products and services, and find solutions to their business needs.
Keep developing your client management system, and you will build a future for your business.
Article compiled and curated by hughesagency.ca
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