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Why do most lead management campaign fails? One of the foremost reasons is that they didn’t try to qualify their sales leads. They are still stuck with the generic script when they’re calling their prospects, even if they know that it’s still going to be “different strokes for different folks.”
To better illustrate the problem let’s come up with an example: you have a traditional script that is going to be used by all your sales agents to all kinds of leads. It will take around 10 minutes for a single sales agent to complete one call, and every day, he or she has to come up with around 25 appointments. Let’s just say that the script will not work with around 10 of your prospects. In the end, a sales agent is spending more than an hour getting nothing out of his job. It will also be very bad for business, as these sales agents are paid for every hour of work without getting the desired result. It will also be detrimental for the best sales agents who may feel very inefficient for not meeting the quota.
But how do you exactly qualify your leads and customize your marketing strategies to them? Let us count the ways:
1. Determine the people who will have the greatest need of your products. Not all leads will be interested in your products right away. There are also prospects who may not fit to the customer. Your challenge therefore is to identify which of them will have the greatest need of your product. Let’s pretend that you’re currently selling smart phones. You will have better chances of selling these gadgets to business owners who may see their features be very helpful in managing their businesses than to housewives, who really don’t need any of these functions unless they’re engaged in a home-based business.
2. Call them for appointment. When you’ve already identified the targeted prospects, you can now start corresponding with them. Now there are many ways on how you can communicate with them, and it depends on the kind of contact detail they can give you as well as other factors. For instance, it’s a lot easier for you to reach businesspersons through their mobile phone or e-mail since they are always on the move. Home-based businesspersons, on the other hand, can be reached through a phone call or fax. It’s very important that you don’t give the real reason of communication to them right away. As much as possible, they must be encouraged to set up an appointment with you. This way, you will have the chance to demonstrate or discuss the product to them more comprehensively. It will also remove the lead time that usually happens when they need to send in their question, and they still have to wait for your answer within 24 hours or even more.
3. Get their response. Depending on how you presented your product, not all will be interested in purchasing your product immediately. If this is the case, the best option is to ask for any feedback on the business or even in your manner of presentation. This will enable you to constantly modify your strategies and increase your conversion rate.
4. Call them again. Since they are still the priority of your business, they should be followed up. Give them some time to think and then call again. At least it would make them feel that they’re really important to your business. If nothing happens, it’s time to move on to the average-valued leads that you have.
Visit our lead management software sponsor: www.leads360.com
Why do most lead management campaign fails? One of the foremost reasons is that they didn’t try to qualify their sales leads. They are still stuck with the generic script when they’re calling their prospects, even if they know that it’s still going to be “different strokes for different folks.”
To better illustrate the problem let’s come up with an example: you have a traditional script that is going to be used by all your sales agents to all kinds of leads. It will take around 10 minutes for a single sales agent to complete one call, and every day, he or she has to come up with around 25 appointments. Let’s just say that the script will not work with around 10 of your prospects. In the end, a sales agent is spending more than an hour getting nothing out of his job. It will also be very bad for business, as these sales agents are paid for every hour of work without getting the desired result. It will also be detrimental for the best sales agents who may feel very inefficient for not meeting the quota.
But how do you exactly qualify your leads and customize your marketing strategies to them? Let us count the ways:
1. Determine the people who will have the greatest need of your products. Not all leads will be interested in your products right away. There are also prospects who may not fit to the customer. Your challenge therefore is to identify which of them will have the greatest need of your product. Let’s pretend that you’re currently selling smart phones. You will have better chances of selling these gadgets to business owners who may see their features be very helpful in managing their businesses than to housewives, who really don’t need any of these functions unless they’re engaged in a home-based business.
2. Call them for appointment. When you’ve already identified the targeted prospects, you can now start corresponding with them. Now there are many ways on how you can communicate with them, and it depends on the kind of contact detail they can give you as well as other factors. For instance, it’s a lot easier for you to reach businesspersons through their mobile phone or e-mail since they are always on the move. Home-based businesspersons, on the other hand, can be reached through a phone call or fax. It’s very important that you don’t give the real reason of communication to them right away. As much as possible, they must be encouraged to set up an appointment with you. This way, you will have the chance to demonstrate or discuss the product to them more comprehensively. It will also remove the lead time that usually happens when they need to send in their question, and they still have to wait for your answer within 24 hours or even more.
3. Get their response. Depending on how you presented your product, not all will be interested in purchasing your product immediately. If this is the case, the best option is to ask for any feedback on the business or even in your manner of presentation. This will enable you to constantly modify your strategies and increase your conversion rate.
4. Call them again. Since they are still the priority of your business, they should be followed up. Give them some time to think and then call again. At least it would make them feel that they’re really important to your business. If nothing happens, it’s time to move on to the average-valued leads that you have.
Visit our lead management software sponsor: www.leads360.com
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