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Everything we know about the lead business from everyone at the Leads360 family. From online lead providers like LowerMyBills.com to Mortgage Lead Management best practices. We'll tell you what we know and what we've learned.  

The Personal Touch

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Here at Leads360 we talk an awful lot about leads.  How important they are, how to generate more, how to close more, etc. Sometimes we forget that leads are actual living breathing consumers just like you or I. Dealing with so many of these leads, one thing we have really learned is the importance of consistent follow up with a “personal touch.” One major flaw may companies have made, and continue to make, is the lack of personalized nurturing that leads respond to. Obviously maximizing efficiency is paramount in any type of sales industry, but with the current technology available, your business can have rapport and efficiency, which is by far, the best of both worlds.  Something as simple as consistent personalized email follow ups - as opposed to just generic blasts to your prospects- can mean a world of difference.

We have done a lot of research about following- up with personalized consistency, and our hypothesis was more than proven. After looking at over 15,000,000 leads we found that:

“40% of leads close eventually, with consistent long term follow-up.”

Our own sales team views each lead through the eyes of a gardener. They “plant the seed” through initial contact, then “water” the lead by nurturing it, and finally after making sure they have done everything they can, hope it “blooms” and converts to a sale. This may sound cheesy, but when you take this approach, you are following proven best practices that can only do one thing, help you succeed.

Here are some tips that both Leads360 users, and our own sales team find helpful:

  • Varying Format - Because different people respond to different kinds of communication, you want to alter the type of contact you make. Newsletters, personal notes, relevant articles and follow-up calls can all work well in combination.
  • Adding Value - Effective lead nurturing comes from being consistent and relevant. Use lead nurturing to distinguish your organization as a provider of value and you will create the relationships that result in increased sales over time.
  • Keep it Simple - People want “snack size” bites of information. Short and consistent communication will keep you top of mind, and ensure your leads actually read or hear the message you send.

Pass the Beans!

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