Keep in Touch
How do we keep in touch? And what exactly is meant by ‘keep in touch’? Sales Reps need to keep in touch with their prospects. Clearly, when you fall out of contact with a prospect you effectively lose any chance of closing them. The fact that you do keep in touch is important. But it also matters how you are keeping in touch. It’s important to be consistent without being overwhelming. It’s important to interact in a way that gives useful information. It’s important to make contact quickly and if your sales cycle is not a quick close, to hover within reach. To stay on the mind of the prospect.
How is this done? Probably mostly with Emails and Phone calls.
Emails sent to leads should be sent according to a strategic pattern that can be monitored and improved. A few factors to be considered when contacting prospects by email are:
1. The speed at which the first email is sent to a prospect making an inquiry
2. The content of the email, both in terms of how useful it is and how well it is formatted
3. The interval at which emails are sent
As far as contacting leads by phone, there are very similar considerations
1. It’s important to be the first person on the phone with a lead
2. The content of the calls
3. The interval at which the calls are made
Lead management lets you implement an out-of-the box comprehensive communication strategy. Are all your leads being followed up on? Lead management software is designed to address all of the above email and phone contact considerations.
When a lead submits an inquiry either through your website or a lead provider; a lead management solution helps to ensure that:
1. A professionally formatted email will be sent to the prospect immediately
2. Emails are sent according to proven best practices to keep your company in the front of the prospects mind
3. One of your reps will be the first on the phone with the prospect, within a minute of the online inquiry
4. Recordings of calls help ensure that sales calls are being executed in accordance with company policy
5. Sales reps are prompted to call leads when they become due for another call. (In accordance with proven best practices)
Lead Management does many things well, but fundamentally it’s about keeping in touch with leads until they close. Fundamentally lead management is an out-of-the box comprehensive communication strategy.
