Leading the way in an industry requires one key component across the board—a steady stream of clients and customers. Without consumers who are interested in purchasing, aka investing, in your business, we all know what will happen. Failure in the first degree. Take charge with viable leads that are well organized and accessible. Otherwise you could end up with leads that scatter as fast as snow flies, leaving your marketing campaign to be a major flop.
The Who’s Who of a Lead
According to Entrepreneur, the first issue with leads is that sales people end up taking the wrong lead with a lead. Not every lead is in the same category. For instance, some leads are considered prospective, while other leads are not quite ready to make the next step. Leads, in this sense, should be categorized according to priority, interest level or some other degree of marketability. Then, sales reps can determine the best form of communication and passing of information with each lead they work on. Another tip here: return contact with all leads within 48 hours after you receive them so to ensure your sales closing rate.
When receiving leads, it is essential to make note of every single detail possible at that very moment. Otherwise, crucial sales information could be lost, creating a frozen lead. For each lead, include:
- Name of the person and company, if applicable
- The person’s role in the company
- Mailing and physical addresses to the person and/or company
- Phone numbers, including fax, if applicable
- Email address
- Website of the company
- Description, 1-2 sentences, of the company
- Date and time of initial communication
- Copy of the initial communication if in email or letter form
- What they have requested in terms of products or services
- Your referral name of whomever in your company will be best for following up on the lead
Every interaction should be noted on the file of the lead, including telephone communications and in-person contact. Also, make note of the 4 W’s—why, when, where and what—and how you plan to contact the lead next.
Leading with Software
If you struggle with finding a way to organize your leads in a cohesive and productive manner, consider utilizing that great thing we know of as technology. Infusionsoft offers software that manages lead contacts, as well as task management, lead scoring and data management. Best of all, with this software you can take your leads on the go with Infusionsoft Mobile. Take control of your leads today to see an increase in profits in the future.