Every month we work to generate hundreds of leads for our clients. Unfortunately, lead management isn’t always at the top of their list and the leads that are generated don’t get the attention they require. To help our clients, we’ve created a lead management system that increases their closing rates and gets more of their leads to become customers.
Here are 5 Steps To Help Improve How You Manage Your Leads To Get More Sales
Leads Go Into A CRM
A Customer Relationship Manager (CRM) is a program that your leads contact info goes into. Within the CRM you can also set fields like what service are they interested in, follow up steps and lead status. We have leads that are generated on a client’s website go automatically into the CRM. We also have our client’s manually enter any leads that call in.
By using the CRM not only are we able to stay on top of our leads so they get the follow up and attention they need but we are also building a database of people to market to in the future.
Lead Follow Up Steps Are Clearly Defined
There are many sells rules, tactics and axioms out there and the one that is most relevant here talks about how many touches or contact it takes to close a deal. The number varies from person to person but it’s always above 10 and usually closer to 20. To ensure our leads get contact as much as possible we add each touch to the CRM. Under a leads status we have the number of times called, emailed, voicemails left and whether or not someone has been talked to. In between call follow ups we schedule automatic emails to go out. This way half of the touches happen without taking up our client’s time. We also set it up so that they get an alert emailed to them when it’s time for them to call a lead. This way the process is consistent and easy to follow through on.
Lead Follow Up Is Monitored & Managed
It’s easy to get out of the habit of following up on leads, especially when business is good. To make sure our client’s don’t get complacent with their leads we audit them every week. We give them a list of who should have been followed up with or converted and check in on the status of any leads we aren’t clear on.
Old Leads Are Revisited
Your CRM database is a gold mine of people you can reach out to and market to. Just because they didn’t sign up last time doesn’t mean they won’t now or in the future. We always tell our clients to follow up with a lead no matter how old it is, until that person tell them to leave them alone. The older the lead is the less frequently they should follow up though. We don’t want them to annoy people, but we do want them to convert as many leads as possible.
Leads Are Converted & Updated
The whole objective is to close the deal and make the sale right? Even though that’s the case it’s surprising how many companies do not track when a lead turns into a customer or qualified prospect. With a CRM you can easily do this, enter in what stage they are in and how much the deal is potentially worth.
Why is this important? Well, it boils down to knowing where people are converting or falling off throughout the whole sales funnel. Is it when they are getting info and pricing from your website? How about when they talk to the first person who answers your phone? Or is it when they finally get to the last buying step? Once you know how you are performing at each point you can take actions to improve it. A small percent at each step can equal a dramatic increase in revenue and your marketing return!
Apply These Steps Or Let Us & Get More Sales!
Taking these steps to track and improve your conversion rates throughout your sales funnel will have a huge impact on your business. We’ve seen it first hand in our business and with our many clients. If you are interested in learning more about how we can help you let me know. I’m happy to answer any questions or to provide a free consultation.
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