Generating Leads is good. Converting them into customers is better. Very often, companies focus on the generation of Leads but completely forget about management. To the chagrin of their return on investment. To remedy this, here Namibia Email List with. Your Lead generation strategy has been launched for several months. Leads are there but you have the feeling that all is not perfect… It’s normal, generating mature and qualified Leads can take a little time. But very often, the lack of return on investment is a problem a little deeper than impatience: it is the absence or ineffectiveness of the lead management process. Over time, we have categorized with Ludo 4 main families of Leads that you will generate.
As we are nice at SLN, we will save you precious time by allowing you to identify which category the Lead you are going to deal with belongs to. Small ad before that, I have a statistic to remind you: only a part of the Leads is ready to buy. In fact, 73% of Leads generated online are not yet ready to become your customers. A question then arises. But why do Lead Generation if Leads cannot be converted into customers? Don’t panic, we’ll explain everything here: “ How to build a quality business approach with Inbound Marketing ” To put it simply, the Lead must be managed and managed well by the business, or else… your marketing efforts will not generate any return on investment. We also explain here a few things about Lead management: How to properly manage Leads when you don’t have time?
The Leads that make you go hare
That being said, let’s go through the 4 types of Leads that await you. The idea of generating a very hot Lead who is in a hurry to receive an offer from you can be exciting. But if you have read the title of this paragraph, you will understand that this is not good news. Very – too – hot leads can be the worst. Let me explain. Requests that are too precise and very quick often hide a competition in which you are going to participate but which you have already lost. Your offer will therefore simply be used by your interlocutor to show his purchasing department or his management that the other proposals – namely prior to yours – are better. The request of the Lead who makes you hare will only increase the number of commercial proposals sent but certainly not those of the signed proposals.
The maturity level of a Lead can work against you. However, should we not process these Leads? Of course, you have to deal with these Leads but not waste too much time with them. Experience will help you quickly identify this category of Leads. This other category of Leads has potential. The potential to convert a new customer but above all the potential to spend (waste?) A lot of time. Commercial tourism can be summed up in these two sentences: I would like us to take 2 hours next week for you to explain to me everything you are doing. Right now, I will have time to devote to you” Although this Lead has all the characteristics of a good contact for the sales department, namely that their Lead scoring is exactly what you need, you must be in control of your time.
Leads who do commercial tourism
It is tempting to spend time with this kind of contact because this Lead is potentially a great reference. But when faced with this kind of Lead, you have to go through your usual process. Does he have a lot of questions? Share with him the content that responds to it but once again, do not take more time than necessary. Another type of business tourist is downloading all of your white papers in 20 minutes flat. Although this may sound great and make their Lead Scoring jump, the truth is that this type of Lead prefers to read and will never answer you on the phone, email, or on any social network. We are starting to get into the interesting types of Lead. Those who are in a real search for information, expertise and have a purchase intention.
Among our customers and prospects, we are often confronted with an imbalance between the number of marketers and the number of salespeople. I would sum it up by saying that you are talking with an army of salespeople on one side and 2, if not 3, people within the marketing team on the other. If you too are in this case and you are starting your lead generation actions, it is relevant to transmit to sales representatives the Leads that require more maturity, the Leads that must be supported. At this stage and in this scenario, the sales team must apply their usual lead management process and follow the established procedures. How to prospect well with the Internet and social networks – Inbound Sales.