In an ideal world, every potential customer captured will become your customer. However, not every potential customer will be a suitable customer right now. Fostering potential customers involves adapting a sales pitch that aligns with the stages of the sales funnel. For example, someone in the awareness phase may receive an email about your products and services.
Conversely, a person in the decision phase may receive a phone call explaining the next steps to become a customer. When a potential customer isn't ready to be a customer yet, it's essential to foster the relationship over time until they're ready. The entire process of creating a lead could take anywhere from one month to more than 12 months to convert them into a customer, if not longer. Take time to build the relationship over the phone, through email and focus on when the customer will be ready to take the next step with your company.
Potential customers encourage a 20% increase in sales opportunities and companies that encourage leads get 50% more sales at a 33% lower cost than unpromoted leads. Learn more about how companies generate leads, what works and what doesn't. Lead training should be personalized and responsive, and ideally a predefined sequence. It's not just responsiveness in your lead management process, but also adherence to multiple touches that pays off when it comes to creating qualified opportunities and, ultimately, of Remember that a qualified lead is defined by a combination of digital behavior and information demographic.
It also gives your sales team more time to nurture leads, helping to meet sales goals and convert potential customers into revenue-generating customers. Both sales and marketing must commit to following the SLA for the lead management process to work. As long as there is an agreement between Sales and Marketing on the new definition of a potential customer ready for sale, and as long as executives hold people accountable for new behaviors, you will achieve success and drive more SQL. A lead management system will look different for each company and will depend on desired sales results, customer demographics, and available marketing channels.
Your company implements the strategies used to generate these contacts to ensure that your potential customers are of quality and worth cultivating for the future. Knowing what tasks are considered routine and not routine is a good start, as is understanding the typical steps that nurturing leads takes when translated into sales. These are just a few examples of the many technologies that have added complexity to the lead processing back-end. You have already defined your qualified sales potential, but there are other stages that also need to be defined.
Consulting a lead generation agency with highly trained sales representatives and appointment schedulers may be more cost-effective. Each of these five stages will be too difficult to develop at once, especially if you're new to lead management. They will be able to encourage potential customers that sales will want to follow up with relevant content and experiences, which should lead to higher conversion rates from SRL to Opportunity. It's important for both of them to reach an agreement on what a sale-ready potential customer is, so that Marketing only transfers usable leads to Sales, which helps Sales, since they don't have to filter out the garbage to get to what they should be acting on.