Staying On Top Of Leads
So, you’ve managed to pull in a new lead. What’s next? Finding success takes time and dedication. You must be able to decipher which leads will be most beneficial to your business and more importantly, how to seal the deal. Here are some tips that will help you turn your inquiries into qualified leads and your qualified leads in to sales.
Stay organized
Make sure no one falls through the cracks. Keep an ongoing e-mail group with all your contacts, so you can send out mass e-mails with reminders and pertinent news. And be sure to back up your contacts in your e-mail or address book, so you don’t run the risk of losing them. Another good idea is to keep a digital or print calendar for reminders on when to follow-up with promising leads. If you have a software program like ACT, even better! This will allow you to do everything all in one place.
Use your resources
Get rid of the bad and keep the good as you get to know your leads. Make a list of relevant questions to ask that will help you understand what he or she is looking for. Is this someone who can actually benefit from your products or services? Can you see yourself forming an ongoing relationship? It’s also a good idea to establish yourself as an industry expert. Put your knowledge to good use! Create a blog and set yourself up on social media platforms. This will help build an engaging relationship with your leads; it will also encourage them to revisit your website.
Schedule in-person meetings
Once you’ve gotten to know the person or company, set up an in-person meeting. In a 2009 study conducted by Forbes, business leaders revealed that face-to-face meetings build stronger, more meaningful relationships. Setting up a meeting via Skype can also be effective. The study revealed that 60 percent of business executives said they use virtual meeting technologies “very frequently,” because it saves them time and money and offers greater location flexibility. Don’t feel pressured to get all the necessary information from an e-mail. With an in-person meeting, you won’t feel rushed and you can ask more in-depth questions.
Build a relationship
One of the most important aspects of closing a sale is the ability to build trust and nurture a lead. Of course we all want the sale in the end, but how you get there is important and takes time. Instead of a hard sell, initiate a relaxed conversation and encouraging the potential client to ask questions. This will offer a chance for you to guide his or her thinking and help them to understand how your solutions may be a fit for their business.
