Manage Leads: save time, money, and headaches


1. Define “lead”: clear up the confusion

It seems obvious, but the first big step to better lead management is defining what a “lead” is. There is usually a big disconnect between sales and the rest of the company on when a prospect becomes a lead. This can result in situations where a lead is sometimes routed to the wrong person or a prospect isn’t ready to engage with a salesperson when they are routed.


2. Track everything: metrics are your friend

When it comes to managing leads, there is huge value in recording everything. First of all, keep track of the source! What caused somebody to become a prospect or lead? By keeping track of the source, you can determine which method works and which doesn’t. Second, record everything you need. Decide what you want to measure and why. Don’t simply record something for the sake of statistics, but focus on metrics that reflect the goal of each campaign.


3. Nurture your leads: it can take time

Don’t focus on trying to make huge, flashy campaigns with the goal of bringing in a bunch of leads at once. Take some time and nurture your leads. Develop campaigns focused on converting prospects over time. Create a more personal relationship with prospects by treating them like customers. If a prospect leaves you a message or sends an email, respond quickly! Responses within 48 hours lead to much higher closing rates. Emails are difficult, since the prospect or lead might not open your response at all. One solution is to send a text-message instead. By using software such as pulseMPro, you can manage text conversations between 1 or 100+ customers from your computer.


4. Regular meetings: good for the whole team

Holding regular meetings is a great way to increase team morale and give everyone a snapshot of the company every week. This way, each and every employee can get a grasp on what’s going on in the company and the direction the business is going. Meetings are also a great time to measure the effectiveness of a campaign using all those metrics you recorded. Once the results are presented, you can decide on the next iteration of the campaign, future steps, and shift priorities as needed.