The way Leads are handled is critical to ensure seamless uninterrupted revenue and the continuous growth of the company and also coordinated functioning of sales and marketing teams. A key step to getting the best from following up the lead in the sales cycle requires companies to think strategically, outline tactical plans, and most important to utilize the full potential of people working to achieve it.
If the executives are randomly pitching in-eligible, unqualified leads via the sales team then the sales team has to spend an undesirable time deciding and separating the qualified or disqualified leads themselves which leads to more inefficiency. Applying best working practices such as how leads are selected, their conversion, data management, communicational aspects, and quality of contacts are the major keys in following up leads. Here are some common mistakes you shoud avoid while following up for Leads.
- Selecting and Determining the Leads.
- While choosing for leads, Break down the leads into the following categories:Hot Leads: Which are ready to be pursued.
- Warm Leads: those which will be ready soon and can be used in future prospects.
- Cold Leads: That cannot be used or of no importance.
- Singling out the best leads from the lot can be disputable as often it results in
neglecting warm leads. Warm Leads are still valuable and can be essential in the long-term run. Every Lead is pursuable when nurtured properly. Leads will eventually evolve just like your product or service according to the market needs.Making a Hurry for a Conversion.
- In B2B Sales, there is a difference between urgency and rushing leads through a
sale. Developing a feeling of urgency is ok, but rushing leads to sales when they
are not ready often result in the follow-up process being neglected. Initially, leads seek information about the product, an introduction, or a chance to connect to a possible prospective partner. Acquire leads while the follow-up process so that the sales team knows when to move forward.Avoid Bad Timing.
- Timing is crucial. Knowing the time of the day and the frequency to reach out to leads can generate better results. According to this study by Lead Response Management , Wednesdays and Thursdays are the best days to follow up the leads and it resulted in a 49.7% positivity rate of picking up the call and an increase of 24.9% lead qualification. Timely and Consistently follow-ups will make lead valued and it will help in building strong relationships. Also, with every follow-up, you will get some new information about that lead which will be helpful to qualify that lead more effectively.‘Conventional and Tried and True’ Messaging.
- The Lead following-up can be effective when the team uses personalize strategies and campaigns for individual accounts and avoid tried and true messaging and conventional pitches.
Leads like to be introduced and engaged with creative campaigns that are personalized for them that emphasize their concerns and not the traditional pitch. For successful campaigns, explain early expectations of how your business can profit theirs.Sharing Limited Content.
Sharing only introductory content about the product/company may hamper the
deal. Sharing all the available content with potential buyers is essential to lead
nurturing.
Content is a profitable resource that should be used to gain more awareness and interest in your product/service and exhibit how your service can add value to the buyer’s firm. Content keeps leads informed and they can use this newfangled information to inform others which helps in marketing your brand and increase brand identity.
Getting Better at Lead follow-up is a steady consistent process that requires better judgment with a firm awareness of the buyer’s intent.
Comprehending the needs and queries of buyers with relevant content, Showcasing patience, and communicating leads with their approved method of communication will ensure and provide a firm foundation for a follow-up campaign.
