How well we are able to win more customers or clients irrespective of size and sector, says a lot about the level of success and longevity you have in the market. Both small and big organisations face problems while managing leads. You might have heard or read about thousands of tips, tricks and strategies in order to win customers and manage follow up smartly.
Well, smart follow up of sales leads are an imperative aspect of improving sales in the business. It is a great way to sell more to existing customers and also get referrals of new customers.
Understand your leads
Hot leads are a type of qualified lead which meets all the required criteria which most of the time is set. Applying the BANT lead qualifying system can let you know if its a hot lead.
When the prospect is prepared a budget and is ready for disposal at anytime the project proposal is approved by the management.
When the prospect can make decisions or is the person in charge of making the purchase decision.
When your prospect actually needs your product or service.
The point period from the time you spoke with the prospect to the projected period of purchase of the new product or service.
In warm leads, usually the constraints are budget or authority which avoids the conversion of lead to a sale. If the warm leads are nurtured well, the prospect may call you back or reach you out.
Cold leads needs to be further nurtured through tools, efforts and skills.
There is always a difference between working hard and working smart in your business. Once you are successful in contacting your lead, the next step is to follow-up. Follow-up with leads is one of the basic ways of converting leads into sales. You must always remember that your clients are the reason for your business and following different types of follow-up will work differently for different customers or clients.
Back to the question, how can you manage sales leads smartly? Implementation of a CRM system can help you to manage sales leads smartly. Your sales reps are always loaded with various tasks like – administrative tasks, managing pipelines, following-up leads and maintaining sales reports etc. And enabling your sales reps with the right tools can benefit them to carry out their day-to-day tasks effectively.
Studies have shown that if you respond within 48 hours of leads contacting you, your sales closing rate will grow up dramatically. Consider your own experiences. What number of times have you ever tried to contact a company to request information and that they never go back to you? By responding quickly, you set your self other than your competitors.
The best salespeople target on detailed qualifying, so should the remainder of your staff. The more information you get about a prospect, the more excited your salespeople are about the lead. Whoever collects prospect information needs to obtain additional information from every prospect with each interaction, including such things as “what interested you about our products” and “why is it important to you.” They must also attempt to may the organization so your salespeople are becoming involved with the decision-makers in each company.
People most frequently hear about your company and products and services through ads, referrals, online banner ads, or some other sort of advertising. You will like to track what caused these suspects to lift their hands so you will better detect what works and what doesn’t. Additionally, it’s important to capture the source of every intervening event so you will determine such things as what number of times you wish to touch a customer or what order of touches works best. If you do not capture the source, you have no way of working out what’s working.
CRM system allows you to automate your entire sales process.
Read our blog – 5 ways to close more deals with CRM software
How often to follow up with prospects?
Following up your leads does not mean you keep annoying your leads or prospects with multiple phone calls, mails or SMS’s everyday. This can make the prospect create an impression that you don’t value the prospect’s/lead’s time. Following up your sales leads through cold calls, cold emails and SMS are the most common forms of follow-up techniques. And yes, we all want to basically hear a “yes, I am interested” replies from lead’s end. But they may not be interested, or they may not even react to the follow-up.
So, how often should you follow-up your leads?
Every follow-up sequence differs from one industry to another. But here is a simple follow-up sequence which may work well for you with the help of the CRM software in the long run.
You may have put in all the efforts to follow-up your lead but you should also be aware of – when to step back. Send them emails or SMSs which depicts your hope to work together in the future time period.
Read our blog – Win more Customers with Lead Management Software
There are multiple CRM vendors in the market who provide various features and functionalities in their CRM system. And choosing the right CRM application for your business is surely a challenging task.
SalesBabu Cloud based CRM Software provides essential features like Sales force Automation, Market Automation, CRM analytics and 360 degree customer view etc which makes it a prominent choice to follow-up sales leads smartly and frequently. The sales manager can also have a track on the sales reps’s activities with the help of SalesBabu CRM Software. Thus, the automated system helps to improve the overall lead conversion rate. To know more about SalesBabu CRM Software you can visit our website https://www.salesbabu.com/. To know the complete working of the CRM system, you can request for a free demo at SalesBabu CRM.
Read our blog – Win More Leads With SalesBabu CRM Software
Besides the use of automated tools or any specific strategies to increase the conversion of leads into sales, you need to understand that that timing plays a significant role in lead management. If you take too long, you may lose the opportunity and if you push too hard, the lead may walk away.
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