Lead and Contact Conversion
Leads and contacts come from a variety of online sources and locations. Many contacts, leads, and relationships are established and built on the Web. It takes contacts to get appointments, and you need appointments and clients to close transactions.
- Always respond quickly to online leads and contacts (3-5 minutes max)
- Try to answer your phone when it rings as often as possible.
- Your first question is: “ask how they prefer to communicate?”
- Don’t give up on a contact/lead until 7-10 contacts are made.
- Add, edit, manage, and update contacts, tasks, and follow-ups.
- Timing is everything, don’t ever waste your time or theirs.
- If they ask a question, answer it, then end by asking one in return.
- Build better quality relationships, not bigger quantities of leads.
- Always be listening and looking for opportunity to qualify a lead.
- Get the appointment, meet in person, interview and get commitment
Having a good CRM or contact/lead management tool is an essential part of managing and following up with contacts you receive from the web and online sites and platforms.
The key to contact conversion and lead response management is to find and use the proper tools in which you can manage your existing clients and tasks, stay in contact with your past clients for future and referral business, while prospecting new clients to keep your pipeline balanced and flowing.
5 key areas of focus when prospecting and farming should include: 1) Best days to make contact 2) The best times to make contact 3) Response times 4) Personal persistence and 5) Response audits. Here’s an interesting study and infographic based on the research of James Oldroyd, PHD Ohio State University and David Elkington, CEO of InsideSales.com.