While some companies are making millions through lead generation, other businesses that are trying to break into online marketing are getting left in the dust due to poor practices. Knowing the best lead management for best online business will help your company if you are struggling to come up with a system that will help you tap into the heavy online sales for your industry. While having a great website and making sure you have calls to action, there are some simple techniques you can further incorporate to make sure you are reaching the potential of your sales team.
The most important thing you need to do in order to optimize conversion rates from lead generation campaigns is make sure your sales team is following through on every incoming inquiry as quickly as possible. If a potential customer does not hear from you in a short amount of time, they will move on to another business that is more proactive. While you or your sales team is following up with potential new customers, make sure all activity is recorded in a centralized database. Immediately entering potential customers information into a shared database will help keep track of them to assure the entire sales process can be handled regardless if the initial sales person is available to work with them or not.
While following up right away and keeping records in a central place is pretty standard and most businesses are implementing those practices, a rarely used practice is to have a stringent and standardized process for scoring leads. Every person that handles customers should use the same system in order to keep the best reporting and to work with the customers to assure the right type of sales process is being used for each one. Some businesses find that the marketing staff is the best to qualify and score leads before submitting them to the sales staff.
When you take the time to standardize all sales and marketing processes including how you score potential customers and keep records and follow up with them in a timely manner you will be able to offer them top notch customer service. Potential customers will not feel as if they are unimportant as your sales staff has to ask them repeatedly for information or put them on hold to find information about them. They will also be able to know how to process sales according to each customer’s needs and that will definitely raise your conversion rates.
