Lead management is more than a piece of software. It is a strategy for converting more leads. There are key processes your marketing and sales teams should have in place to maximize your conversion of aged leads.
Use these 6 elements to create a higher converting lead management system:
1. Orderly Lead Receipt
Whether you get your leads in real-time or in batch you need an orderly process of lead receipt. Make sure that you get them in a consistent and efficient format for you to database and distribute.
Here are some minimum requirements of your lead receipt process:
- Consistent data elements and formats
- Standard data file formats (i.e., XML, .xls, .csv)
- Sufficient data elements to filter for product types
- Some minimum level of data quality scrubbing
Given these minimum data requirements, your lead receipt process should be able to take in all of your leads quickly and efficiently into the database.
2. Efficient and Timely Distribution
An important extension of orderly lead receipt is getting them to the sales team. Your lead distribution should be just as organized as your lead receipt. Again, whether you are getting real-time or aged leads you need to get them into the hands of sales immediately. This steady flow of leads is the lifeline of your sales production.
Leads sitting around certainly won’t close. Sales people setting around won’t close either. Get you leads from receipt to sales as soon as possible.
3. Managed and Consistent Sales Process
Getting leads to sales is not enough. You have to ensure there is consistent follow-up and sales activity on every lead. This means accountability.
Here are some tips for getting the most out of your leads sales process:
- Require every lead to have an immediate initial contact
- Require every lead to have a minimum level of follow-up
- Design a consistent sales process
- Provide leads based on performance only
The secret to successful lead allocation is providing leads based on sales. If you don’t sell, if you don’t close, you don’t get leads.
4. Automated Marketing Follow-up
Maximizing the sales activity on every lead will increase conversion. This is where automating marketing can put additional sales pressure on each lead. Here are some basic fundamentals of automated marketing that should be in your lead management process:
- Initial lead receipt email to every imported lead
- Follow-up contact email templates
- Well designed email drip campaigns
- Ongoing lead nurturing campaigns for unconverted leads
Automated marketing systems, coordinated with your lead management system, can improve sales results. Applying maximum sales pressure is the advantage of marketing automation working on your pipeline while sales is pressing on live calls.
5. Reporting and Analysis
Since marketing, sales, and markets are always in flux you need to measure, measure, measure. The true advantage of having a lead management process is the consistency it gives you in tracking and measuring your results for improvement.
6. Process Improvement
This is the key to it all. Marketing and sales are far too dynamic. Success or failure teeters in the balance everyday as the market and customer needs change. If your lead management process is not designed to capture opportunities to improve or worse you don’t have a system to show you opportunity at all–you are dead on arrival.
Build and document a lead management process today–then seize success with your process.
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Next Wave Marketing Strategies brings over 5 years of integrity, innovation, and client satisfaction to the aged debt leads market. We offer industry leading quality control, data cleansing, and a generous return policy to empower you to build your business in the fastest, most cost effective manner. Learn more about aged debt leads.
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