Lead Management is a powerful tool to generate business. It may comprise varied steps but essentially it helps you broaden the base of your prospective clients. Potential clients are classified and categorized, accordingly informed and engaged. And then a stage comes when conversion takes place and you have a new client in the list. A planned Lead Management Process normally is effective. But regular innovative processes increase the impact substantially. There may be some methods to cultivate your leads:
1: Deep drilling: Understanding your potential clients in totality is a must. Their classification on different parameters helps you to understand them. How much they need your products or services, what is their regular buying pattern, how big is their company, which industry they represent, do they visit your website regularly or it was a mere chance, if you discover answers to all of these and more, then you would find yourself on the way to manage your leads in a proper manner.
2: Understand propensity and aptitude of your Leads: Placing a tracking devise to links you share in Social Media, application of different marketing analytical tools and an incessant use of email-interactions help you get a grasp on your clients’ Social Media-aptitude, their reactions on your contents and their interests and demands. All of this condenses your lead-nurturing process.
3: Identify your leads’ interest in your offerings: Make a chart on some key-points to determine the extent of your leads’ interest in your products or services. A good level of interest makes your leads qualified and you can well on your way to see conversions.
4: Nurturing leads: Lead-conversion is a gradual process. In many cases, you may find it fast, but normally it goes through phases. Some leads take extra time to study or explore vis-à-vis your offerings. They need to be made aware and informed more about your offerings. You have to show them that your products or services solve their problem. Lead-nurturing can be done in many ways, but the aim is to build relationship.
5: Individual treatment to every lead: Sale-people must be apprised of leads’ progress through different phases on individual basis. Sale-team itself also has to do some researching on a case-to-case basis to complete the conversion with a precision.
Tracking even after conversion and regular assessment must be done to keep capturing the essence of Lead Management.