Lead management is the process of attracting, qualifying, and converting prospects into customers. It’s an essential part of any successful marketing and sales strategy because it all comes down to one phrase: without leads, there are no sales.
According to HubSpot, companies that diligently qualify their leads have a 20% higher chance of closing sales.
There are many best practices in lead management that can help companies improve their results, and in this opportunity, we’ll share some that we consider among the most important:
1. Set Clear Objectives
Before starting lead management, it’s important to establish objectives. What do you want to achieve with your lead management strategy? Do you want to generate more leads? Improve the quality of your leads? Close more sales?
2. Define Your Ideal Customer Profile (Buyer Persona)
Once you have clear objectives, define your ideal customer profile. Who are they? What are their needs and goals? What motivates them to buy?
3. Generate Quality Leads (i.e., as qualified as possible)
There are many ways to generate quality leads. Some examples include content marketing, social media marketing, email marketing, or affiliate marketing. Just make sure you’re asking the right questions to get the right results.
4. Qualify Your Leads
After generating leads, qualify them to determine their level of interest and likelihood of purchase. This will help you focus your marketing and sales efforts on the most promising leads.
5. Personalize Each Communication Process
Personalized communication is key to building relationships with leads. Take the time to get to know people and understand their needs.
6. Monitor the Progress of Each Lead
It’s important to track the progress of your leads at each stage of your sales process to determine what’s working and what’s not. This will help you improve your lead management strategy over time.
7. Leverage Technology for Each Step
Today, there are thousands of tools, both free and paid, that serve different purposes to make this process easier. For example, with Keybe, you can receive leads through our Smart Chat, and Biky can even assist in initial classification and redirecting chats to your teams or scheduling appointments.
We believe that each person and company has their way of doing this process according to their needs and what works for them. However, the above are basic practices that everyone should apply to receive individuals increasingly likely to become customers.
