How to Ensure That Your Leads Don’t Fall Through the Cracks

It’s no easy feat to prospect a lead for your subsequent sales. But even more challenging is engaging and convincing the lead enough to close a deal. Statistics show that 70% of leads do not receive enough sales follow-up communication and, thus, cannot decide to make a purchase.

Though poor communication is just a part of it, the bigger picture may be more flawed. While businesses put in tonnes of resources for lead generation, lead nurturing, and follow-up efforts tend to run low on steam. As a result, disengaged leads turn to competitors, and conversion rates plummet on your side of the fence.

So how does one solve a problem like this? How can you ensure that leads don’t slip through your fingers? Here are seven easy digital strategies to help you pump up those sales figures:

1. Understand where your leads are coming from

This is the first and foremost step in sales lead management. You need to know where your leads are coming from before you can start targeting them. There are several ways to go about this. One way is to ask your leads how they found out about you. Another way is to set up tracking URLs for your marketing campaigns and see which ones generate the most leads. This will give you a good idea of where to focus your efforts.

2. Keep your leads warm with timely communication

The key to sales success is timely communication. It would be best if you kept your leads informed and updated about your products or services at every stage of the buyer’s journey. This way, you’ll be top of mind when they’re finally ready to make a purchase. The best way to do this is through email marketing. You can set up automated email drip campaigns that will send timely communications to your leads regularly.

3. Qualify your leads

Not all leads are created equal. Some are more qualified than others and are more likely to convert into customers. That’s why qualifying your leads is vital before you start selling to them. You can use several factors to qualify a lead, such as their budget, authority, need, and timeline. By qualifying your leads, you’ll be able to focus your efforts on the ones more likely to convert.

4. Nurture your leads with content

Content is a great way to nurture your leads and keep them engaged. By providing helpful and informative content, you can build trust and credibility with your leads. This will make them more likely to do business with you when they’re ready to make a purchase. There are a number of ways to distribute content, such as through your website, blog, email newsletter, and social media channels.

5. Stay in touch with your leads

It’s essential to stay in touch with your leads even after they’ve made a purchase. This will help you build a long-term relationship with them and turn them into loyal customers. There are several ways to stay in touch with your leads, such as through email, social media, phone calls, and customer surveys.

6. Measure your results

Measuring your results is crucial to see what’s working and not. You can use several metrics to calculate your sales lead management efforts, such as conversion rate, lead score, and customer lifetime value. By tracking these metrics, you’ll be able to fine-tune your strategies and make more informed decisions about where to focus your efforts.

7. Automate your lead management process

Lead management can be a time-consuming and tedious task. That’s why automating the process as much as possible is crucial. By doing so, you’ll be able to free up your time to focus on other areas of your business. Salesforce is a critical digital transformation solution that can help you automate your lead management process. With Salesforce, you can automate lead capture, lead assignment, lead nurturing, and follow-up for best results.