You know that lead generation is important, but do you know how it works and that it needs to follow certain steps in a certain order to get results? Many businesses only have a vague idea of what the lead generation process involves, and by improving your knowledge of it you’ll be able to detect and fix any shortfalls in your current Leads to Business process.
- STEP ONE – COLLECT YOUR LEADS CAREFULLY
Your business needs to be collecting leads from a variety of sources that meet a set of criteria before being added to the list. This will prevent you from wasting time on those ill-suited to what your business has to offer and will prevent you from collecting out of date or invalid details for your team.
- STEP TWO – QUALIFY YOUR LEADS SLOWLY
Now that you have a list of potential leads, you need to qualify and categorise them. Taking your time is important as a seemingly perfect lead might end up being unsuitable on closer examination, or a lead might not be ready now but could be in a few months’ time when circumstances change.
- STEP THREE – FOLLOW UP WITH LEADS IN DETAIL
Now that you have a list of quality leads, spend time with each one to better find out their needs and budget. The more detail you can get here, the better. The goal is to pass a detailed profile to your team so that the lead doesn’t have to repeat themselves and can tailor the final offer to their exact specifications.
- STEP 4 – CLOSE THE LOAD AND GET THEM IN A SYSTEM
Once you’ve passed on a qualified lead to your closing team the chance of it ending in the successful sale is high. It doesn’t end here though. How do you plan on following up with this existing customer and how can you make them loyal to your business? How often should you follow up on them?
Is your current team able to handle each of the above steps and give each one the attention it deserves? If not, it could be the reason you aren’t experiencing the results you desire, making it a good time to outsource your Leads to Business process to a service provider that can do just that.