Sales lead generation is one of the most important parts of your business, but it can also be one of the most under-utilized resources. Many companies don’t get the right leads, or they follow up with them too late. In this article, we’ll show you how to set up a lead management process that works for your company and will help boost sales and increase revenue.
Define Your Lead Qualification Process.
Lead qualification involves defining the type of leads you want to generate and the criteria by which they will be determined. This can include:
- What kind of person needs this product?
- What stage are they in? First-time buyer or existing customer?
- Where do they come from? (social media profiles or direct mail campaigns)
Once you’ve answered these questions, create a list of actions that you’ll take on each lead based on its unique characteristics.
Decide on a Lead Scoring System
The most important thing you want to consider when developing this scoring system is how it will help you prioritize leads so that each one receives appropriate attention.
Here are three main ways you can use to score leads:
- Revenue generated by the lead. How much revenue does this lead generate?
- Sales potential. Can this lead convert?
- Customer lifetime value (LTV), which measures how much money a customer would generate for your company over their lifetime with repeat purchases or referrals from other customers.
Automate Your Lead Management and Scoring
If you don’t use automation yet, start small. Automate as much of your leads management process as possible by building an automated system for collecting leads, routing them through different stages of your pipeline, and scoring each lead based on its quality score (how likely they are going to convert).
Set up Triggers and Alerts for High-Priority Leads
If you have high-priority leads, use triggers and alerts to send notifications. For example, if your lead comes from a specific source (such as an email address), you or the automated system will immediately notify the sales team when that person opens the message.
Or if you know that a certain percentage of your leads are coming from social media channels like Facebook or LinkedIn, set up an alert so that whenever someone signs up for your newsletter or joins one of your groups on those platforms, your team will be notified right away. This can help increase engagement by making sure every member of the team knows about any new opportunities before they even get close enough to see them!
Create an Internal Feedback System
If you’re looking for a way to ensure your leads are treated well and given the attention they deserve, it’s important to have an internal feedback system. This will allow you to get real-time information about what’s working and what isn’t in your lead management process so that you know how best to improve it.
Create a Follow-Up Plan
Tracking the emails you’ve sent or received is a great way to measure success. Follow-up is also important because it allows you to keep in touch with customers who may not have responded initially after receiving an email or phone call. By following up, you might win new customers who weren’t interested in your offer but wanted more information about your product before deciding on whether they wanted to purchase from you.
Conclusion
If you’re looking to improve your lead management process and increase your sales, this article will help. We’ve covered everything from defining your lead qualification process to setting up triggers for high-priority leads. You can automate these processes by creating an app or software that automatically follows up with prospective customers. With such a system in place, it’s easy to keep track of every lead and their progress toward becoming customers!
