Managing leads is sometimes a harder task than actually obtaining the leads in the first place. This is because every lead has their own intent as to why they expressed interest in your offerings.
Many might have no interest in your company’s main service or product, but they found the information in your lead magnet offer to be direct answer to their original problem. Others are aware that your company’s product or service is the solution but they are unsure if they are ready to take the next step.
And then there are the leads that know you hold the solution to their problem and they want to get started right away. Because there are so many classifications that leads can fall under it is imperative that you know how to properly manage them so that they will eventually become a customer of yours. To help we pulled together the top 5 ways to better manage your leads.
- Validity
Being able to determine whether a lead is trash or a diamond is a key skill that is essential when managing leads. This is also a difficult process to go through because you don’t want to get rid of good leads but you don’t want your pipeline overflowing with people who might have no interest in what you offer as a company. Check the email of each submission to get hints as to which company they represent to get an idea if they are a true lead.
- Nurturing
Nurturing a lead can be difficult without a CRM software to help. The best way to nurture a lead is by staying in constant contact, but withhold from being too sales focused. You want them to be aware that you provide an answer to their problem but you want to let them make the final purchasing decision.
- Change Up Form Fields
Finding out more in depth information regarding a lead can be a difficult task. The one way around it though, is by adjusting form fields for each and every offer that you solicit. By doing so you can gather an email on one offer and a phone number on the next. You can also ask questions regarding their business and their problem as long as it pertains to the attached offer.
- Lead Scoring
Without scoring a lead you end up just having one big group of people without any points that separate their way through your sales funnel. This is all solved by simply grouping leads by their intent to be your customer. You can use a simple numeric system; 1-5, or you can use words to describe their intent; open, engaged, hot, etc. to score leads.
- Personalize
Sending a generic message that is not directed specifically to the lead themselves is a sign that you don’t truly care for their best interests. But by simply including their name, company, and any other information that pertains to the offer you make the message hit home for the person receiving it. Keep in mind that you don’t want to freak the lead out, so only include information that they have submitted to you.
Managing leads is a difficult task, but by following the correct practices above you can better maintain leads and with some hard work convert them into customers at a better rate.
