We’re amidst the pandemic of COVID-19. Okay, maybe not amidst. Nobody knows how long this whole situation will last… And so we’re experiencing the pandemic of COVID-19. On this account, we’re being bombarded by incalculable alerts, notifications, announcements that we must take care of hygiene. It is substantial to stop contracting the virus.
Analogically, we should be hearing everywhere that managing our leads is essential for a successful sales business. To put it more bluntly: it can’t be overstressed how crucial managing leads is.
Table of contents
Managing Your Leads: Introduction
The entire process of managing leads can not only enhance the results of your lead generation but also—eventually—contribute to more sales. I believe it is the goal for every entrepreneur, am I mistaken?
We suppose that you know what managing sales leads is. However, if you haven’t ever encountered such an expression, here you go:
Lead management is the process of tracking and managing prospective customers. Sometimes referred to as customer acquisition management or contact management, it generally encompasses the following processes:
lead generation
customer inquiry and capture
filtering, grading, distribution, and contact
lead nurturing
technologyadvice.com
Would you like to find out more about the fundamentals of lead management, we’re providing you with several texts on that subject.
With that being said, we’d like to introduce you to 9 necessary ways as to how to manage your leads. You can lose nothing and gain everything!
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Managing Your Leads: 9 Steps
Depending primarily on your industry and taking into account idiosyncratic differences, particular steps may be removed or added.
However, please note that all these ways are basically essential. We advise—before starting to manage leads—you thoroughly read the whole instruction and refer it to your enterprise accordingly.
Identification
To know that we know what we know, and to know that we do not know what we do not know, that is true knowledge.
Nicolaus Copernicus
Undoubtedly, it is the trickiest step out of the others. It may feel so easy at times to distinguish your clients from other people. However, it’s one of the most intimidating (but so rewarding!) ways along managing your leads.
It is out of the question—you simply need to know your leads. Can you imagine having friends while barely knowing who they are? You need to get to know your prospects profoundly, not perfunctorily. There are many factors to take into consideration and the most crucial of them include: demographics, behavior, lead source.
Decision
The most important thing is, whatever you do decide to choose, take it seriously and do your best.
Tom Sturridge
After having assessed your situation, it’s high time that you took some steps towards achieving your goal. You need to decide firmly and be consistent. Needless to mention, a grasp of flexibility and the ability to adjust to the situation are wanted, but having made the decision, you should stick to it. Managing your leads requires such a skill.
Tool
It is only when they go wrong that machines remind you how powerful they are.
Clive James
No matter how one is talented and striving to enhance lead management, there are some actions and processes that can’t be skipped. Some things are, to put it another way, insurmountable for humans.
As far as the best available lead management software is concerned, we highly recommend both Sellizer and Pipedrive.
Sellizer
On the whole, Sellizer is a comprehensive sales supporting tool. One of its pivotal functionalities concerns lead management. Not only will Sellizer provide you with proposals automation functions, but also you will gain access to sales automation tools:
Pipedrive
Pipedrive is another option when it comes to managing and nurturing your leads. This Sales CRM software’ll get you more leads into your sales pipeline.
Tracking Sources
To keep a customer demands as much skill as to win one.
American proverb
Leads who are heading to you must have heard of your business in some way; they must have encountered it somewhere on the web. And you need to be alertly aware of where they’re coming from! It will be certainly handy not only when you’re trying to figure out the most beneficial spaces and places for your actions.
Also, you can go into details and find out more as to how to manage your leads exactly. What works the best? What order of touches? What does not work?
Nurturing Your Leads
If you are not taking care of your customer, your competitor will.
Bob Hooey
Let’s use a suggestive comparison here. Suppose that you were offered some luxurious item that would cost the earth but would be a long-term investment. Would you be able to think on your feet and give an answer immediately?
Most of the time—no. And it’s fair enough. The same applies to leads. You can’t expect them to buy your product straight away after reaching them the very first time. You must nurture this relationship over time. Another advantage relates to more aware customers—that is everybody’s long-term goal. Lead management heavily relies on nurturing them.
Prospects = Customers
Sales are contingent upon the attitude of the salesman—not the attitude of the prospect.
W. Clement Stone
You need to put an equal sign between prospects and customers. If you don’t find your prospects your clients, such an approach will get you nowhere. Even though it might seem tough to imagine at the very beginning, it’s essential for an auspicious development of lead management.
What’s more, all employees and your coworkers should apply this policy. It’ll significantly contribute to customers’ well-being. As they say, customer is always right. Right?
Follow-up
Diligent follow-up and follow-through will set you apart from the crowd and communicate excellence.
John C. Maxwell
Again, it can’t be overrated how crucial practice of following-up is.
If you haven’t got acquainted with our text on importance of following up, here you go. For your own sake. Studies have clearly shown that you should send at least five emails in order to be heard out and get a reply.
Sellizer will provide you with a notification as soon as a prospect’s opened and viewed your proposal. Additionally, the tool will give you acces to in-depth statistics about lead management.
Revision
Half my life is an act of revision.
John Irving
Nothing comes without effort. But the effort can’t be thoughtless. You need to decide what you will measure and what will matter to you. Companies and industries are diverse, as are strategies. What work here might not work there—and you should be profoundly aware of that. Manage your leads accordingly.
What’s more, you should schedule your revisions and conduct them on a regular basis. What counts at the end of the day is certainly your ROI—return on ivestment. Treat it as a clue. Having gathered all nedded information, you can move on to the next step.
Improvement
The biggest room in the world is the room for improvement.
Helmut Schmidt
Last but not least, improvements are an inherent part of the entire lead management process. From some perspective—the most important.
Correction without applying changes is pretty much worthless. You need to set the rules and learn your lessons. Otherwise, it would be a Sisyphean task which will do more harm than good.
To sum it up: trust the process.
Managing Your Leads: Summary
Once you’ve got acquainted with the rules, you can get down to work. However, please keep in mind: change doesn’t happen overnight. Nor does failure. With that being said, we wish you good luck!
