Leads are the lifeblood of sales. A healthy sales funnel requires a constant stream of leads pouring into the top to function, and as a result, lead generation is a top priority for a wide variety of industries from real estate to legal, and beyond. But a lead won’t turn into a paying customer on its own, and the returns on even the best lead generation efforts quickly diminish if those leads aren’t properly organized and nurtured. With that in mind, here are three tips on how to better organize your leads and keep them moving successfully through your sales funnel.
1) Bring All Your Leads Into One Place
Most businesses that depend heavily on lead generation bring in leads from a number of sources – outgoing calls, print advertisements, the web, direct mail, and more. Having a variety of generators is great for maximizing quantity, but it can make it difficult to keep track of leads once they’re captured because each source often ends up with its own list. That undoubtedly causes problems like duplicated leads, repeated work, and annoyed prospects.
The solution is to bring all leads into a single, central database so that they can be accessed and tracked from the same place, regardless of the original source. Centralizing lead storage and processing ensures that each and every lead is cultivated as efficiently as possible, maximizing the chance of converting them to sales and minimizing the amount of wasted time, work, and money.
2) Save All of Your Lead Development Communications
Turning a lead into a sale is often a complex process, with many touchpoints and interactions between the eventual customer and your company and staff. One common reason that leads fail to turn into paying customers is that it can be difficult to stay on top of them as they move through the buying process. That’s especially true for businesses with high lead volume, and every lead that slips through the cracks is a potential sale lost, so it’s a problem with a big impact on the bottom line.
The solution to this problem is to keep careful records of where every lead is in the sales process. That includes copies of all emails, and for companies that use outbound calling and auto-dialers, copies of all telephone interactions. By keeping all of these communications in an easily accessible location, you enable your sales team to better tailor their efforts to where each lead is in the sales process, ensuring no lead is ever lost, even if they’re handled by multiple team members.
3) Integrate Your Data Wherever Possible
We live in a data-driven world, and the amount of customer-related information that businesses have access to is absolutely mind-boggling. Web analytics, in particular, are incredibly valuable for telling you who your customers are, what they’re looking for, and how they choose to interact with your business. From a lead development standpoint, that information is a goldmine, as it enlightens you on how best to move your potential customers through the buying process.
The key is to bring your web analytics and your lead organization together wherever possible. Many businesses are dependent on stand-alone analytics applications like Google Analytics or the packages built-in to their web hosting, but if you can bring your analytics together with your leads, it’ll give you a fuller picture of who your prospects are in addition to just where they are in the buying cycle.
Put These Tips to Work with CRMDialer
CRMDialer is the ultimate lead organization and development tool, giving users the power to track, categorize, and process an unlimited number of leads from a variety of sources. The built-in auto-dialer, native Gmail and Outlook integration, call recording, SMS and email marketing, and visitor tracking allow users to manage all lead interactions from directly within CRMDialer. That brings the entire lead development process into a single, centralized point of control, ensuring that every lead is moved through the sales funnel as efficiently and successfully as possible.
Contact us today for more information on how CRMDialer can help you take your lead management to the next level.