With the arrival of modern marketing technology, effective lead management systems are the way forward. However, just generating and managing your leads is not enough. The key to successfully utilising leads is conversion, and conversion requires sales leads accountability.
- Identify the quality of leads
The first step to improve sales accountability is to identify the quality of your leads. In simple terms, the quality of your leads can be determined by their value to your business in the event that they are converted. However, this does not mean that lower value leads should be ignored.
The point of identifying the quality or value of your leads is to make sure that you and your sales agents focus the appropriate amount of time on each lead. For instance, you should not be spending time and energy on converting a low-value lead while a higher-value lead is left unattended. Avoiding this imbalance will improve sales accountability.
- Improved response times
Nobody likes to be kept waiting. Sales leads accountability, much like in a restaurant, means giving the lead what they want as soon as possible so that they do not lose their appetite – feed them while they are hungry!
Effective lead management systems will assist you in monitoring the status of response times to leads. If a lead has not been responded to, the system should warn you. In this way you will improve your response times, greatly increasing the chances of converting leads. Your conversion rate will skyrocket because you have brought your product or service to them at the time when they want it most. That’s just good marketing.
The final key to unlocking your conversion potential is to follow up on your leads. Many leads will not convert after the initial response. They are still undecided, even if what you are offering looks like what they want. Much like a waiter in a restaurant checking on the customer’s satisfaction, you need to follow up on your leads and make sure that they feel you are offering what they want, and that they are happy with it. If your lead is confused about any part of what you are offering, they are far less likely to ‘bite’.
Proper sales leads accountability isn’t all about the hard sell. Sometimes the follow-up’s most important function is to remind your leads about your business. It is a sign of truly poor accountability if you lose a lead simply because you forgot about them.
All marketing strategies and campaigns aim to increase exposure, leads, and then sales. But, if you do not manage those leads, you will never convert them to sales. That is why effective lead management systems which improve sales accountability are the key to unlocking better conversion rates from your leads!