What is lead management?
Lead management is a process of capturing a lead, tracking and qualifying the leads. Every business, big or small, depends on leads. Leads are potential customers who have shown interest in your solution but who have not yet made s purchase. For businesses to grow, you have to convert leads to loyal customers. And to do right you need to manage sells leads in an organized manner. I am going to share everything you need to know about lead management and how it can help close deals faster.
Easily capture your leads
During generating your leads, you contact your buyer preferences through various online sources such as Emails, Social Media, and website, paid advertisement and so more. Manually adding these leads is not possible, especially when the volume is high. A good lead management system ensures that every lead automatically enters the system from web forms, emails and instant messages and prevent chances of falling through the cracks. It also captures the source so you know what marketing campaigns are working and what isn’t it.
The advantages of using a platform or application-specific tool you need to worry less about integration. Some platforms or application offers extra benefit.
Free email credit per month- You can save your cost which you are spending over marketing tools.
Provide Free Training – Most of automation software tool charges very high price.
Provide Real-Time Support- through emails calls and chat.
Lead Enrichment and tracking
Tracking a lead is a continuous process. You need very effective software that can keep a clean record of all your day to day data. Lead management manages the activities of your site- pages you visit, click links, resources downloaded, product and email engagement.
After a lead enters a system, the lead’s profile automatically provides the public with information such as their job title, company name and social media profiles. You could easily identify which lead is a fresh lead entry and which you have replied off. This ensures that your sells team does not have to spend time searching and typing its data. You can track your lead and your client’s behaviour.
These amazing insights around leads’ behaviour allow sales reps to understand their interests in your services and personalize sales efforts.
Besides, managing leads you can quickly respond to your clients related to their problems within a single click.
Qualifying the leads
Lead qualification is needed to verify that a lead is an actual potential for your sale or not (captured through some campaigns, websites, social media or any other research), a person who would be interested in your business?
Qualification of lead is a vital part of the sales process. Without it, you will waste a lot of time trying to sell to people who were never going to buy in the first place.
One way to effectively select leads is to use a good lead management platform. A platform that evaluates leads based on demographic information and engagements with your company, your site and product, as well as interacting with your email, your sales team can quickly distinguish between qualified and unclassified opportunities. Although there are separate lead scoring tool one that is built with your lead management system and are highly profitable and beneficial to your sales team.
Distribute leads
A good lead management system must be able to assign sales leads automatically. You know your internal sells team, so assigning the right sales representatives manually is easy. With a large number of options, however, this old school method will delay the response time. Because lead distribution tool saves time, and we know that means more time to allocate to other customers.
The sooner you contact your lead, the greater the chance that will buy from you.
A good lead management software creates a self-managing business process that is personalized according to your team’s priorities, focus, and efforts. It also instantly delivers the “next-best-lead” to the designated agent as it comes up in the system and automatically presents the next lead as soon as the agent encodes the call result.
Lead Nurturing
Lead nurturing is the process of reaching out that the customer finally buys your product. Good lead nurturing can work amazing for your business.
Just picture this. You will have wanted to buy a new pair of shoes and had taken a look at your favourite online store. But you change your mind because you thought these are too costly for you.
But everywhere you go, the shoe begins to follow you. On your Facebook, your email, you keep seeing those shoes so much so that you are convinced that you need to buy them. I mean they must be worth the money. And then you finally end up buying them.
Lead is how lead nurturing works. You have to slowly educate and enlighten your lead on the benefits of purchasing your product so that they are sales-ready.
Remember your lead nurturing campaigns should be relevant. Your campaign should make sense to the lead and their purchasing intent. If I plan to buy books, you cannot nurture me with books.
If you find the right formula, then yes lead nurturing works.
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