6 Steps to Implement Effective Lead Tracking Management
Leads are the lifeblood of any organization. The rate at which leads are converted to loyal customers determines the success of a business. To reach full potential, it is imperative that every sales organization has a proven lead tracking strategy as it helps understand the status of each lead, forecast overall sales and calculate the ROI of each campaign. Although lead tracking can be intimating, however, when managed in a structured and systematic way, it drives more sales and generates greater revenue for your business.
A successful lead generation and management requires a little bit of time, investment in good customer management software and a few well-planned steps. The following six steps will help you create and implement an efficient lead tracking process:
Step 1: Identify and Understand Your Leads
It is crucial to identify and determine your target audience to whom you are trying to sell. A good Sales CRM will help you find answers to questions about your prospect’s role, goals, challenges, buying pattern and more. This will help your team to strategize and create a better customized campaign that works best for the clients.
Step 2: Determine interest vs. intent
Sales reps should understand that not all buyers who express interest intend to buy. Therefore, it is important to pay attention to buyer behavior. Leads who initiate contact, request to view pricing information, download content, and demonstrate interest are likely to have an intent to purchase. Customers who simply browse your website may not be ready to make any purchase decisions just yet.
Step 3: Provide useful content
In today’s hyper social market, content is king.
Customers will willingly share details if they will gain something useful in return. Here, high quality content plays an important role. The most popular content types are blogs, videos, social media, infographics, and newsletters.
Step 4: Collect essential information from leads
Collecting essential information is extremely valuable for sales success. Additional information such as company name, position, phone number and location can be used to reach out to potential customers.
Step 5: Nurture leads
A crucial part of a successful lead management process is nurturing your leads into buyers.
Information gathered can be used to create a marketing automation crm campaign. Your product/service will have to solve their pain points. Hence, you need to connect and nurture your prospects through your buying funnel with a product/service that meets their interest and need. For this, you need to demonstrate through valuable content and promotional offers and establish that your products/services are ideal for them to ensure a better conversion rate.
Step 6: Track & analyse lead generation data
Data tracking is one of the most important and most neglected aspects in lead tracking process. Through a lead tracking software, sales teams can discover existing buying patterns and future trend, which will further nurture your prospects.
By using an efficient lead management system, you can gain valuable information, nurture leads, and increase sales. Processing data to derive marketing analytics is an important step as it identifies performance strengths and weakness, ultimately resulting in a successful lead generation and management process.