A lead management is essential to your business because it helps keep the leads you have worked so hard to generate. Just getting leads to your website or landing page is not the end of the road. You need to nurture them and you can only do that by having an impressive lead management system. Here are some helpful tips to get that done.

Build a Lead Management Team

The first step is finding people to join your lead management team. These can be current employees of yours or freelancers that are adept in proper lead management skills. It can be anyone from Twitter users promoting your posts, to an assistant who helps you with your site content. It is important to not only have a reputable team, but scheduling regular meetings with them to discuss what is working and what isn’t, and get some honest feedback. Continue meeting with your team at least once a week for these open discussions.

Define the Value of Your Leads

Within your lead management system, you also need a way to determine the value of these leads. Make sure to distinguish the difference between a junk leads and one that provides a lot of value to you. Consider where your best leads come from and who they are. How did you find them? This information helps you narrow it down and be able to see exactly what kind of leads are coming to you. Junk leads don’t need to be nurtured as much because they tend to leave regardless of your effort.

Nurture Your Leads

Speaking of nurturing your leads, this is a key component of a lead management system that works effectively. Make sure you have a lead nurturing system set up for the leads that aren’t quite ready to make an investment. About ¼ of leads are not sales ready, so that means they won’t buy from you right away. You need to make sure you are nurturing them by following up and providing pertinent information without pushing them too much to make a purchase.

Don’t Over-Nurture

There is a thing called too much love, and this transfers to the nurturing you give toy our leads. While it is good to follow up and inform them of recent upgrades or informative resources, don’t overwhelm them. Sending emails twice a day is only going to get you a lead that unsubscribe from your list. Make sure you are tracking what your leads are doing after different activities, like sending an email or making a phone call, and seeing which methods work and which don’t.

By having a lead management system, you are giving yourself the opportunity to hold on to your leads. You probably spent a good deal of time and money on generating them, so the last thing you want to do is lose them for lack of a proper system.


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