In the age of Internet being a significant source for the sourcing of leads Automated Lead Management and Tracking is now a standard procedure for medium and small enterprises. In the past, many businesses tracked their leads manually using procedures and tools, such as Excel spreadsheets Access databases, Outlook or any other local-installed Contact Management Software.
Why Lead Management?
When leads is low, executives and salespeople can track leads with no the use of automation. Additionally, the cost of producing leads was also low. For instance, Yellow pages, Newspapers and Local Radio are the standard for small-scale advertising for small businesses.
With the market for consumers has experienced massive shifts, traditional advertising methods and marketing techniques are rapidly becoming less important.
Smaller businesses and professional service providers like realtors, contractors, real agent, mortgage broker franchisees, insurance service providers spas, dentists, and many others are converting to advertising and marketing via digital. It is a typical practice among these.
Internet and Social Media as Lead Sources
The majority of sales leads are generated by Search Engines on the Internet, such as Google and Bing directly via their websites or via third-party independent distributors and lead generation companies. Social media platforms like Facebook, Twitter and Blogs are bringing more customers online to research and purchase goods and services on the internet. The online leads can cost a significant amounts of money. If prospects aren’t properly monitored, followed up on and quickly tracked, lots of money could be lost in a short period of time.
Automated Lead Management Process
The automation of Lead Management (also known as Inquiry Management) begins by capturing leads directly from website form (aka websites) and lead distribution systems and posting systems utilized for lead sales.
After the leads have been logged within the system, the leads will be assigned to sales reps according to the distribution rules that have been pre-defined. Lead Management Systems automates the lead routing process by using different rules like sales territory (geography that includes state, county zip code) as well as products or services, etc.
Lead management systems could also send automated email messages to potential customers, including introduction or welcome information as well as product information and sales agent’s contact details.
Additionally to that, the system can send out lead email alerts to field sales reps to inform them that a potential customer within their region has expressed interest in their products or services. The sales reps will be able to call the prospect even when they are on the road.
In the event of an internal sales department, the email lead alerts will be sent to them in a way that is automatic. Based on the information they receive, they might be able to qualify leads and inform the sales representative accordingly. This helps prioritize the leads for sales and also plan the follow-up actions.
Follow-up actions by inside sales coordinators and field sales reps could be recorded in the system by providing short notes. A suitable sales stage could be given to each lead to be used to ensure that they follow up in the future. It is possible to set up reminders as well as follow up tasks.
The owner of the business, sales manager or administrator can monitor the entire sequence of their activities through their computers in real-time. The lead management and tracking system includes extensive report on lead tracking and summary within the Analytics Module. For example, leads could be analyzed and reviewed by Lead Source , by Sales Rep, by Product, etc.
Every profile of a prospect, right from initial contact to the present stage, can be reviewed in one spot along with the various details of the activities, including emails sent, follow-up actions, notes, phone calls or personal calls.
If a sale closes or a prospect disappears and the status is modified to allow proper file-keeping and future information. In the course of selling there may be a number of emails may be sent out to the prospect through event-triggered drip emails. This is part of the lead nurture and engagement.
Online surveys are also a great way to interact with potential customers as well as get feedback at the finalization of sales.
Lead Management as a Web Based Software
A majority of lead management services are accessible as a web-based software, unlike traditional PC or server based solutions. Therefore, the system is able to be customized in just a few hours to suit an individual business. Utilizing a web-based lead management system is simpler than traditional software. In addition, there is no requirement for an upfront cost as the charges are paid in the basis of a monthly, affordable subscription.
Paddu Govindaraj, the designer of LeadPro247 is a specialist in Sales Lead Management and Tracking. Software solutions Tools and resources for small and medium businesses to adopt online marketing. He provides design, consultancy customizing and implementation services in the areas of Lead Generation Sales Management Sales Management, Lead Conversion, Drip Email Marketing and Online Surveys. He blogs on Sales Lead Management Resources [http://www.LeadManagementResources.Com/] and Best Practices.