Closing a deal and making a sale is the most euphoric moment for a salesperson. Not only do you fetch in revenue for the company but also whet your own confidence at enticing customers to buy your products.
Salespersons use a variety of strategies to take prospects into their confidence. From tailoring the perfect offer to sending personalized emails, the ideas are endless.
Sometimes sales reps get so much involved in crafting customer-centric strategies that they miss the sales opportunities that crop up. Without trying to nurture the lead properly, they dish out some mouth-watering offer which don’t go down well with the lead. An existing opportunity is gone, so is the looming revenue.
It true that salespersons don’t get enough chances to convert a lead. So, if they are engaging with a lead, they have to give their best shot, or the lead will wither away from them.
The problem is not with the flow of leads, it with how the leads are managed and whether they are done in a way that they convert into customers easily. Because the truth is, most sales reps are shooting in the dark when it comes to managing leads properly.
So, how do you tackle leads and avoid killing sales opportunities? Here’s a lowdown.
- Focus on Lead nurturing: The more you study a lead closely, understand the needs of the lead and provide them with good content and follow-up with them constantly, the faster will the lead warm up to you and become your customer. It’s all about milking the lead in the right way and not losing focus on it till the end. To achieve this goal, marketing and sales teams need to make a concerted effort, use a kickass CRM and support each other throughout the whole journey.
- Know source of leads: Leads flow into your platforms from a variety of sources. You have to track them meticulously; find out which content the lead bumped into which interested him and brought him to your website. Did they find you through social media or referrals or paid ads? Why this toil? Because it will cut short your overall efforts. You will realize what will work and what not and come to know how many times the visitor arrived on your platform before they expressed interest in your product.
- Faster lead distribution: Leads go stone-cold in a quick time. So, it is imperative to cut the wait and dispatch the leads to the right person within the first few hours of the first contact. Studies have found that businesses are seven times more successful while attending to a lead within the first hour of contact. With options galore, customers won’t wait for your response unless you treat them as first priority.
- Keep the motivation alive within the force: An unmotivated, drained out salesforce can sink your business in no time. Managing leads with bummed-out troops can result in wasted opportunities. And it not that praising or rewarding from time to time will pump them up. It’s about making available sales-qualified leads and the right information to them that will make salespersons feel motivated. Because no sales rep wants to work with a lead that doesn’t have any possibility of conversion.
- Measure your team’s efforts: When you are aiming for the stars, you need to keep a close eye on the team’s performances over the months. It not always that good sales are an indicator of a company’s success. It’s about knowing what key indicators are playing in hindsight that is bringing these sales and whether they can sustain for long. This foresightedness is important as running far as a successful business is concerned.
So, the picture is clear now. Sales opportunities exist all around you. It’s all about how you treat the leads and nurture them that defines whether those opportunities will come your way or not. And let us make this clear, once you have figured out that, your sales graph will move north and your business will boom.